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Sales are interpersonal communication, communication since it is inevitable that "Q" and "A" in the question and answer can be seen between the depth of your sales skill. As a successful seller, you'll agree: the most questions is the sales staff should have a skill. In fact you are using, just not shown the same effect. If you have mastered the three-step questioning method, will help you fast forward.
The first step: some factual, others can not refute elaboration.
Step two: some personal evaluation, as a reflection of your experience and establish credibility.
The third step: ask an open-ended questions, the first two steps involved in the contents of the coming integration.
This three-step look is not very simple? The following simulation exercises with us.
If I was an insurance salesman
The first step, you know, Wang, the world everything is movement, change, and we can not predict what will happen, but we can prevent, you think it is not so?
The second step, my experience tells me that today's accident-prone, usually to prevent properly, we live, work plan than those who did not do better appropriate.
The third step, how do you prevent accidents and ensure the quality of your life unaffected by it?
Suppose I salesmen training
The first step, Zhang, you know, the sales staff is always very difficult to achieve sales goals and sales targets set boss.
The second step, experience tells me that in the absence of training, employees are usually not positive enough attitude, but also the lack of sufficient development and skills to achieve targets. Interestingly, the charge capacity is often not blame the salesman, and rarely think about whether the problem will be to them.
The third step, Zhang, how do you ensure that your sales staff to complete the task and maintain a positive working attitude?
Is it easy? Do not go to sets with these examples, you need to know is where the concept and use it to work. Objective is to promote customer thinking, and enable them to make a different answer. If you want to successfully use this technique, they take three steps to write down your work in the morning to practice 5 times a day for 21 days, you will meet your style, summed up the questioning techniques.