Salesperson Questioning Techniques

Author: (USA) Schiffman S.
Publisher:
Publish Date: 2005-10-01
Features: Enhance the questioning skills of salespeople to boost the current sales volume; customers are becoming more rational, and their time is becoming increasingly valuable. They are no longer easily moved and cannot tolerate the "long-winded" talk of salespeople. Sometimes, they resort to lies to evade. So, how can we uncover customers' potential needs? By asking questions, and asking the right questions! What constitutes the right question? It should revolve around the customer's "behavior": Understand what the customer is doing: "What are you doing?" Understand how the customer is doing it: "How are you doing it?" Understand when and where the customer is doing it: "When and where are you doing it?" Understand the reason behind the customer's actions: "Why are you doing it?" Understand the customer's partners: "Who are you working with?" Understand how to help the customer do better: "How can we help you do better?" Let your questions uncover the potential needs of your customers! I walked into a boutique, planning to buy only a slip skirt. The salesperson told me, "Over there." I walked over and picked one up. He then asked me, "How do you plan to pay?" I took out my credit card and left the store. I then went to an electronics store, planning to buy only an alarm clock. The salesperson asked, "Why did you decide to buy today?" "Oh," I told her, "I just bought a house here, and I don't have an alarm clock yet." "That's interesting," she said, "By the way, do you have a TV?" I realized I didn't have a TV, so I asked her to show me some TVs. "By the way," she said, "Do you have a sound system?" I realized I didn't have a sound system, so I asked her to show me some sound systems. She also asked me some other questions and led me to look at more things. After spending $2,000, I left the electronics store with my alarm clock and more items. This book has the following features: First: Unique perspective. This book is based on the "questioning" perspective, essentially using questioning as the central thread that connects the entire sales cycle. It acknowledges that questioning is first and foremost an art, but through standardization, it can also become a science that can be learned in a short time. Once salespeople master the art of questioning, they can navigate the sales process with ease, achieving the author's purpose. Second: Novel insights. This book is rich in examples, vivid and realistic, highly practical, and easy for sales professionals to feel as if they are in the scene. It also resonates with readers. It can indeed address some of the difficult and hot issues salespeople encounter in the sales process. This book can be used as a textbook for professional training of salespeople, as a component of modular MBA courses on marketing, and as a reference for individuals who are interested in understanding or improving their sales skills.