A practice that is considered the most important when working through negativity and the client's unwillingness to communicate further. Many people are afraid to ask questions, but they often already contain certain answers that the client will subconsciously find for themselves. Therefore, many sales techniques consist of the "question-objection-answer" structure.
The ability to ask questions
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Let's take the SPIN selling overseas chinese in europe data methodology as an example. It consists of four questions that form the right attitudes in the client.
You can practice and work out the technique among your friends on similar categories of questions: alternative, open and closed.
Alternative:
Do you want to go to the party today or in a month?
Are you going to wash the dishes today or clean your room?
Open questions:
What would you give me for our anniversary?
Why did you choose a green bicycle?
Closed questions:
Do you agree that giving gifts to others is pleasant?
Should we expect a pleasant surprise from you on our anniversary?
There is a group of closed questions that imply a positive reaction and set the tone for positivity. Here are some examples from business:
If the product is high quality and the price is low, it's worth checking out? Right?
Isn't it great when you can buy what you like?
Of course, the company wants to get additional benefits. Right?
If a company cooperates with a thousand suppliers, does that mean it is stable and reliable?
A boss should always be aware of what's going on before making a choice. Right?
Important criteria when buying a product are its quality, price and the possibility of fast delivery. Right?
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients