How to tap the real needs of customers? Help you at 4 o'clock

Four ways to dig deep into customer needs

1. Ask questions

Looking for pain points, asking questions about pain points is simply asking pain points and making customers aware of the tension of their own questions. Sales should start from pain points, so that customers can see their own pain points, including past pain points and future pain points.

"You chose other products before, why don't you continue to use them?" This sentence can dig out the reasons for high price, poor service and poor effect. "What is your biggest concern when choosing skin care products?" The other person may say, "My skin is oily. I'm afraid I didn't buy it for my skin." These are the pain points of customers. Knowing this, is it easier to make a deal? Be sure to ask questions to let customers tell their pain points, which is more conducive to your transaction.

2. State questioning method

Knowing each other's situation and background is also called diagnostic questioning.

For example, what food did you eat before you found yellow teeth? Did you do any treatment and protection afterwards? What's the effect? You ask this question, she will come one by one. Knowing this, you will know what customers are worried about. It is difficult for anyone to make a deal with someone they don't know, so the deal should start with asking. Stateful questioning is to really find the customer's needs by intervening in some topics related to customer needs. We should find each other's topic through three or five sentences and understand the basic environment such as the customer's state and scenery.

3. The problem of reaching a deal

When you understand the customer's situation, find the customer's pain points and amplify the pain points, you can basically reach a deal by asking questions. "I can help you solve all the above problems. Do you want to give it a try? " Then guide your products and services through professional knowledge.

4. suggestive questions will aggravate the pain

When a customer's pain point is found by asking questions, it is necessary to amplify his pain and make the other party feel that it is a loss not to buy. Only by asking implicit questions can customers know their urgent needs for products at present. If they ask more questions, they will be defeated by themselves. After the representative asks questions, customers will be more deeply aware of their urgent need to deal with products. You ask more times, the customer will deal with it urgently, and then you can help him deal with it, and he will be happy to follow you.