提问式销售-庞子东(Question selling Pang Zidong)
提问式销售-庞子东(Question selling Pang Zidong)
Question selling
Pangzidong
The Bible of questioning sales
It's more important to develop the habit of asking than to learn how to ask.
2, I have a real smile and affectionate eyes, and often train myself.
3, put someone else's money into your pocket, and let others say thank you.
4, refusal, pick is the buyer, cheers is the audience.
5, sales is the transformation of their own ideas into other people's actions.
6, selling is selling trust, customers only open their hearts to those who trust.
7. Always ask customers questions, not questions that you care about.
The maximum price of the main member of the 8, the target is to win the business and not get much faster
9, the customer buys me because he likes me
10, where is my state of mind, and my behavior is there
11, as long as I have the sales ability, I can start from scratch, become a billionaire
12, must rely on the power of excellent staff, sales force on the defensive ace
13, customers buy from me because I grow up fast
14, believing is gold, sincerity is silver
15. The purpose of the salesperson is consistent with the target of the customer
16, salesman is enterprise image spokesperson, credit is better than gift
17, loyalty is better than skill, and result is better than words
18, I like selling, I like asking questions, because this is my ladder of success
19, highlight personal earn money, lead the team into the atmosphere
20, sales are the end of the voyage
What is thinking? Is the question and answer process
There are three types of thinking:
Habitual thinking
Thinking based on past experience and habits
Solution thinking
Facing the present, how to solve the current problems?
Horizontal thinking
Thinking for the future
Why ask why?
Example: why didn't the customer accept me?
Ask how to find a way
How can I let customers accept me?
Example: Clinton adopted the opinion of the people after the defeat of the Asian leader. He was finally elected again.
Ask better questions for better communication.
The man who is more successful than you is not because he is smarter than you, but because he is better than you ask.
Why not learn long?
I learned it. Did I learn it? In the review once, consult a teacher
I got it. Did I use it?
I used it. Did I insist?
I insist. Do I persist in getting used to it?
Sales clerk should have the habit
Humor
Case study: World Insurance masters practice smiling and affectionate eyes
Jot down some small jokes and tell them in time to adjust the atmosphere.
Tell yourself a funny story every day.
Innovation: creative imitation
Migration: whether a person will make money depends on his intelligence quotient, a person has no money depends on his EQ, a person's ability to adjust emotions determines his influence, influence determines sales force.
Successful people adjust their mentality quickly
Thanksgiving: talk about it.
Responsibility: achieve your own goals, live in the present, do your best.
Respect: the other side will respect you if you receive your respect
Learning: Study for an hour every day
Man, art and Taoism
Methods: methods of sales, methods of management, techniques, skills.
Tao: positive thinking, positive attitude, quality (high quality, high quality)
In what way do you ask questions, and people will answer you in what way
The speed of growth will determine your future.
Four questions per day:
Morning or evening: what did I do today? What did I do right?
Where would it be better today? (mentality, technology)
What do I want to do to get better?
What do I have to do tomorrow to grow or succeed?
Nissin knot
A successful salesperson: spending 10% of his time making a plan
saves 90% of his work time.
Plan every day carefully, and refine your daily tasks and goals.
Daily plan
What am I going to get today?
Whom to visit
Visit there
Go and visit there
How to visit (details, what, how to say)
What are you studying today?
What needs to be improved and lacked today?
Have you reviewed it?
Second lessons
The role of questioning
Main conversation content and scene
The problem is that people notice something, and they can ignore something
Good answers come from good questions
If we continue to do exactly the same way as we did in the past, we'll get the same result.
The greatest risk in sales -- the reverse effect
Customers are naturally wary of people who dig their wallets (a mechanical response)
Forms of antagonistic action
1, refute: deliberately looking for shortcomings
2, unnecessary clarification: whenever you want to prove that you are right.
3, superior style: always show yourself stronger than others, stronger than others.
4, "I know."":
Five strategies to avoid antagonistic action
1, more questions, less statements, statements are not equal
to sales.
What do you think of the train feeling?.
2, reduce the sense of trust, enhance the occurrence of antagonistic effect.
3, curiosity can overcome the occurrence of antagonistic effect.
4, position change
5, the herd theory --- trend theory
Herd theory forms
A, boasting, creating a sales trend.
Let customers feel a lot of people to buy, and I also test to buy.
B, the use of customer competitors
Tell clients more than ten cases (even his competitors)
Popcorn principle:
Show a large number of customers to customers
Existing customers: customers who are using the product now
Related customers: not yet using your product, but interested in your product, or are ready to use your product customers.
Your partner: your upstream and downstream partners
Principle:
1, the greater the customer, the better the degree of trust.
2, the more famous customers, the better
3, the more detailed customer information (name, address, contact time, how much goods, the effect of the use of products)
Three F strategy
Feeling, experiencing and finding
Two sides of customer purchase
Gold medal: get benefits
Hound: escape from pain
Gold medals and hounds
Example: Weight Watchers chase beautiful pretty girls (get benefits), chase you with ugly girls (avoid pain)
Example: The Hound can't catch the injured rabbit. One for meat, one for life. Power is different.
Perception: in the work from the benefits and escape from two aspects of pain,
Five steps of question selling:
Arouse the curiosity of customers, create sales atmosphere
A good sales atmosphere is an effective way to ensure customer attention
Ask the client to give you a single communication time
First benefit, then request, cause customer's intense curiosity.
Conversation: guess what?......... What about?
May I ask you a question?
In order to better grasp the key to making greater profits, can we communicate alone for a few minutes?
Five ways to improve your curiosity
The Real Estate Company tells you that the guy who's bought it there, and what's left now......
Establish professional sense of trust and expand customer relationship
Sales issues
Closed problem
A and the question of "yes"
B and the question of "simplicity"
C and the question of "two choices one"
Apply and start communication with customers and build trust
Open problem
Who, what, when, how
Example: your name is...
When did you start making appliances?
How did you make that decision?
Apply to expand the relationship with customers.
Diagnostic question
1. Start with big questions
2, more questions about selectivity
3, ask questions to be diverse
4. Asking professional questions in an expert capacity
Ask customers questions that are easy to ask and easy to answer
Case: XX Hello, can I ask you a question?
Are you interested in a car or a bigger car?
Do you prefer the four door or the two door?
Have you ever bought a car before?
Are you dissatisfied with your current car?
Xx Hello, do you want to watch the fridge or the TV?
Are you using three people or five people?
Do you think you are a little love beautiful western style or look a bit?
Have you used any brands of refrigerators before?
Are you dissatisfied with the refrigerator you are using now?
Finding demand and shaping value
Demand comes from worries and desires
Demand is divided into obvious demand and implicit demand
Hidden demand must be expanded into a clear demand
Don't talk about the product until you see the obvious demand.
The method of transforming implicit demand into apparent demand
1, let customers realize the necessity and urgency of demand
The more urgent customers feel, the faster they buy
A, hypothesis method
B, measuring progress
C, free gift
If it was free, would you like it? What if you like him?.
D, magic wand skills
E, disclosure strategy (selection criteria)
Have you ever used a similar product before? Why did you choose this product at that time?
Buying is actually buying value
Remove customer's resistance
Strike a deal
Changing the feeling of customers
Customers are emotional buyers,
Success is to influence others with their own influence
Ability and confidence to ask questions
Fifth lectures
The steps and order of question selling
1. Question type question
Closed problems and diagnostic problems
2, ask difficult questions to make customers aware of their difficulties
What difficulties do you have in sales now? Or what's wrong with your bad business?
What difficulties and obstacles do you have at the moment?
The deeper the question, the greater the difficulty of the customer, the greater the demand
Let the client talk about the difficulties and obstacles that he will meet.
It belongs to the already occurring, very low value to the customer.
3. Asking the question of influence
Refining and deepening difficulties
Let customers know the possible consequences of not solving the difficulties.
Sales is the first customer to allow customers to dig the wound, pain, give him the medicine.
B, let customers see and feel the situation that is not changed for a long time (loss).
Never say what you ask
Let customers take the initiative in the next step
Case:........... What would you do (what should you do)?
If you change now, what's good for you?...............
4, ask the solution problem
Shaping value
1, according to the needs of customers to shape value
2, the value of the mold to make customers feel priceless
Such as: happiness, happiness, success, life, the future of children, health
Don't shape your value before you know the customer's needs.
How to introduce products
FADE method
F: Features
A: efficacy
D: interest
E: customer witness
Top sales should see the benefits that deals bring to customers
Method of lifting a refusal
Rejection is something that every salesperson must face.
1, pretending not to hear
2, ignore him
3, identify with him
4. Ask him questions
Final decision
1. Everything begins with faith
All changes can be instantaneous
All customers can be persuaded
All of the goals can be achieved
My job is to help customers solve problems
My mission is to help every customer
It's my responsibility to make customers buy
The customer must have my product to solve his problem
Customer buying must be good for himself
Let customers buy in order to help customers
I let customers buy, that is good for customers
The purpose of sales is to help the customer get what he wants
It's my fault that I'm not doing my best
I'm sure the deal will be helpful to the customers
If I don't make a deal today, it's a waste of customer time
Only when I help the customer to do business, can he enjoy our first-class service
I was paid for the service because I provided excellent products and first class services
If I don't make a deal, I'll have to. If I do, I'll be able to do it
Only a deal can make me and the customer a winner
The rate of collection is the speed of my success
Collecting is to help customers change their fate and succeed
All customers can be traded, as long as I clinch a deal, clinch a deal, I have 1000% confidence, customers give me 2000 "NO", I have 8000 confidence
The belief in the above transaction allows me to sell any product to anyone at any time and continuously provide my performance
Nine strategies of asking questions
1. What am I selling?
The benefits and significance of my products or services to customers
2, who is my real client?
3. Why do my clients buy from me?
Five reasons for buying products
Five reasons for buying from your company
Five reasons to buy from you in the future
4. Where are my future clients?
5, when will my clients buy?
6. Why do customers buy products now?
7, why customers do not buy?
8, who is my competitor?
9, who is my non customer group?
Neither to me nor to my competitors. It's not the end customer
that I sold directly
Golden rule
1, can use the same question, never say
2, always ask the customer concerned about the problem
3, sales through asking questions, let customers feel that you really care about him, help him
4, ask only one question at a time
5. Pay attention to the communication of sight, hearing and touch
6. Waiting for customers to speak after asking questions
Who speaks first? Who brings the product home?
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