Why ask questions. To help the sales manager

Have you noticed that a professional manager-prodazhnik more successful in your personal life? Properly wielding techniques hearings and presentations, such a person, and is easy to work to build bridges. He diplomat. Artist. Doctor. Speaker. Strategist. Hundreds of people at this person. Such is an interesting profession.

Why ask questions to his client, and when?

Once you find a potential client and establish contact with him, it's time to figure out why and why he turned it to you. What disturbs him? How you can help solve this problem? When you come to the reception to the doctor - he starts asking you questions. To understand how it can help you. And you are in the exploration phase of the client - the same doctor.

 The more you understand about your customers and their needs and opportunities, so will be able to competently present their offer and meet his needs.

Training

Professional managers have homepage workpiece. Cheat sheet. Five to eight standard questions ... and then home "impromptu" continues situationally. Most importantly - do not ask questions as an investigator in the interrogation, to try to make it clear to your client that this is not idle curiosity, and required both dialogue. Practice in front of a mirror. Check out our cheat sheet colleagues. Together, make a plan for a competent and sustained customer survey. On any sales training you will be offered a choice of several techniques of asking questions and active listening. Any skill is fulfilled in practice.

questions

If you something is unclear - ask questions. Identify needs completely. Competently. It is clear that the client is the client alike. It can and is to run: "You do not question - let you show that you've got there. I do not have much time". It was then, and useful your candor and diplomacy. You just have to convince the client that the answers to some of your questions will be able to make communication much more constructive. This is part of your profession.

One of the great rules - the person who asks the questions controls the conversation and situation. Monitors the progress of the sales stages. When you ask questions, do not assume that you understood correctly. Or that you have understood correctly. Because the best question - clarifying - "What do you mean?". many clarifying questions - "Do I understand you ..." "You mean that ..." "Why?".

For not thinking the client. Do not end for an answer. Ask a question, do not interrupt - he will tell you everything himself.

It is especially important to ask questions when you put the task managers. It was a case in my practice. Boss - a young man. It is impossible to understand: a speech impediment, stuttering and sprinkling saliva. He turned to me for advice.

The first meeting lasted three hours. It is difficult to understand what he really wants. It offered him an internal audit of the company as a whole. It was necessary to understand the fall in sales. I start to talk to his subordinates, and it turns out that they just do not understand it. Tasks performed as speculation themselves, which, of course, does not coincide with the point of view of the head. Afraid to ask again, as he starts to get nervous and insult.

I he outlined his own vision of the situation, it is recommended to delegate some of its powers in terms of setting and monitoring tasks his first deputy. And to undergo treatment and training in rhetoric. Lengthy process. But as a result of the firm diversified in the new field of his first deputy became actively involved in the sales process. Market share increased markedly.

Responses

To learn to ask questions, learn to listen to their answers. Worthless this skill, if there is no feedback. The customer is always talk about their problems and concerns. Listen and analyzes how you can help him in this. To begin this exercise do - listen carefully to their colleagues or home on any issue. And then repeat them what you understand. Feel the difference.

Thus, you will protect yourself simply and competently perform its task. In addition, the client will be very pleased to realize that it was heard. Ask questions! Do not be afraid to pass Howcast. It's much better than fall as a result of incorrectly accepted order in an awkward position. Successful sales you!