How to communicate with customers, how to communicate with customers?

1. Design a good problem funnel;

It is the most basic sales skill of marketers to achieve the real purpose of exploring customer needs by asking customers.

For example: "Manager Wang, can you introduce your company's overall commodity sales trend and situation this year?" In what areas does your company have key needs? Can you introduce your company's demand for products? ” page]

2. Combine the expanded inquiry method and the limited inquiry method;

The use of the expanded inquiry method allows the customer to play freely, let him say more, let us know more things, and the use of the limited inquiry method, so that the customer is never far from the topic of the conversation, limit the direction of the customer's question, when asking the customer, marketers often make the mistake is "closed topic".

For example: "Manager Wang, how does your company's product demand plan be submitted for review?" "It's an extended inquiry; Such as:

Manager Wang, do some supply plans like the one we submitted need to be approved by you before they can be implemented in the following departments? "This is a classic qualifying question; And marketers should not use closed-topic inquiries to replace customer answers, so as to cause the conversation to stop, such as: "Manager Wang, you sell about 60,000 yuan of products every month, right?"

3. Summarize and confirm the key points mentioned by customers;

Based on the key points you have noted during the meeting, make a brief summary of what the customer has talked about, ensure that it is clear, complete, and agreed by the customer;

For example: "Manager Wang, the time I agreed with you today has arrived, I am very happy to hear so much valuable information from you today, thank you very much!" One of the things that you talked about today is about ......The second is about ......The third is about ......That's it, right? ”

Contact - greetings - praise - enter the topic - facilitate, the sales process of the salesman.

1 Understand the needs of customers.

2 Lala, talk about the heavens, talk about the earth!

There are many customers, their respective needs are different, there is a look at the water absorption, there is a look at the comprehensive effect, there is a look at the core color, there is a look at the brand, in the face of the different needs of customers, you can introduce from the form of products, extension products and core products, and then break through the interests that customers are most concerned about. After explaining the benefits, it is necessary to use some means to reinforce the customer's feelings, that is, to provide references or provide proof.

Language interaction conveys information such as appreciation, encouragement, resonance, confidence, affirmation, and recognition in the sales process through its own intonation, expression content, tone, and speed of speech. The interaction of thinking is in the process of conversation, hidden in the expression of language, that is, through the information transmitted by the other party's conversation, grasp the key points of in-depth communication, so that both sides on a certain issue, thinking on the same track. Interaction also needs to have movements, a gesture of appreciation, a nod of approval can make the customer feel like a spring breeze, and a body language that describes the scene can make the customer immersive.

For example, first show the customer the wear resistance of the tile, and then the customer wants to choose the tile, how to choose, how to match, but the customer has not seen the effect, hearing is false, seeing is believing. At this time, it is time to think about what is the method or what tile software can make the customer see the effect of the statement. Set the stage for sales success.

No matter how good the thing is, it is in vain for the customer not to see the advantages.

We should not just refute the other person's point of view, but be sure to understand the other person's intentions before speaking. There are many salesmen who often start to interject and refute without waiting for the other party to finish speaking or without understanding the other party's point of view, and the result is a TV debate, which causes great disgust from the customer, and the order is naturally not negotiated. As a salesman, you must always keep in mind that your task is to sell products.

Sometimes the customer's depreciation of your product is a habitual venting, you just need to listen carefully to his venting, from time to time to express understanding, and eventually win the customer's favor, and then talk about the product order is much easier.

1.Capture the customer's heart: Understanding the psychology of the other party is the premise of good communication with people.

Only by understanding and grasping the psychology and needs of the other party, can you be targeted in the communication process, you can appropriately invest in their preferences, the other party may regard you as their confidant, and the problem may be better solved or at least you have half the success.

2.Remembering the guest's name: Remembering the guest's name can make people feel happy and have a sense of satisfaction that is valued, which is a very useful magic weapon in communication, remembering the guest's name can touch the other person's heart more than any kind words.

3.Don't be stingy with your "language of praise": The deepest desire of human nature is to have the appreciation of others, and this is what distinguishes humans from other animals.

4.Learn to listen: You need to pay full attention to the importance of "listening" in communication.

You can be good at expressing your views and opinions, grasping the hearts of customers, and making guests accept your views and opinions, which is only half of your communication success, and the other half of success is to be good at listening to guests.