Asking questions is especially useful if you can always combine the interests of customers with your own. Customers are people who buy ideas, ideas, goods, services or products from you. When you ask questions, you will guide your potential customer to make the best choice for him.

There was once a salesman of a book company who always approached customers calmly by asking questions.

"If I give you a set of books about personal efficiency, and you find it interesting to open the book, will you read it?"

"If you like this set of books after reading it, will you buy it?"

"If you find it boring, can you put the book back in this bag and send it back to me?"

Second, establish the psychological prelude of expectation.

This is a very effective opening statement, which will arouse the curiosity and interest of customers and seize the full attention of potential customers. You can say this:

"You'll like what I brought you!" "I brought you a revolutionary method of homework!"

"Our company has developed a system that can reduce the cost of your computer by half in thirty days!"

Third, the hypothetical opening remarks

Hypothetical question prologue refers to turning the benefits that the product can ultimately bring to the customer into a question to ask the customer, so that the customer will have curiosity and expectation when you introduce the product at the beginning.

For example, suppose that the ultimate benefit your product can bring to customers is that you can save some costs and increase some profits for them, then when you first contact customers, we can directly ask:

"Sir/Miss, if I can help you increase your profit by 65,438+0,000 yuan per month or save your expenses by 65,438+0,000 yuan, are you interested in spending 65,438+00 minutes to find out?"

Fourth, the opening remarks dispel the doubts of prospective customers.

Japan's god of sales has a unique way to dispel the doubts of potential customers and gain their trust:

"Hello, sir!"

"Who are you?"

"I am Yuan of Meiji Insurance Company. When I came to your place today, I made a special trip to ask you two things, the most famous boss nearby. "

"The most famous boss nearby?"

"yes! According to the results of my inquiry, everyone said that it is best to ask you this question. "

"oh! Everyone says it's me! I really dare not, what's the problem? "

"To tell the truth, it is how to effectively avoid taxes and avoid risks."

"It's inconvenient to stand, please come in and talk!"

"……"

Sudden sales promotion is a bit abrupt, which is easy to arouse others' disgust and even refuse. First, compliment prospective customers in a roundabout way, dispel their doubts, gain the trust of prospective customers, and sales become a natural thing.

Ways to dispel the doubts of potential customers are:

1, praise and compliment prospective customers;

2. Use customer witness;

3. Cut each other's key points.

It is an effective way to eliminate the doubts of prospective customers by asking relevant questions, sincerely solving problems for prospective customers and being their friends. Because friends will buy from friends.

Verb (abbreviation for verb) thanks for the opening remarks.

When we meet for the first time, we can start with gratitude.

"Mr XXX, I'm glad you can see me. I know you are very busy. Thank you very much for taking a few minutes out of your busy schedule. I will explain it very briefly. "

When you thank others for everything, you will arouse their self-affirmation mentality and make them feel good about you. No matter what the prospective customer does for you, you should say "thank you", which will make the prospective customer like you more and respect you more.

The prologue of intransitive verbs to solve problems

A salesman went to my friend's office to promote his company's services and introduced himself as soon as he entered the door:

"My name is XX, and I am a sales consultant of XX Company. I'm definitely not here to trouble you, but to deal with problems with you and help you make money. "

Opening remarks to stimulate the interest of potential customers

"Are you interested in an effective way to increase sales by 20%-30% in six months?"

Most people will answer this question with interest. So when you finish asking similar questions, you must immediately say:

"I only take up about 10 minutes of your time to introduce this method to you. After listening, you can judge for yourself whether this method is suitable for you. "

In this case, on the one hand, you should tell the customer in advance that you won't take up too much of his time, and at the same time, you should let the customer know clearly that you won't force them to sell during the sales process.

The customer is willing to buy because he has enough motivation to buy. Buying motivation is the driving force behind buying behavior.

Eight or two minutes of opening remarks

"Do you have two minutes? I want to introduce you to a product that can help you save money and improve your work efficiency. "

When you say this, take off your watch and put it on the customer's desk. When you speak for one minute and fifty seconds, although you haven't finished yet, you must stop and say:

"My time is up. I want to tell you one thing: our company keeps its word, and if you allow me, I can continue. Otherwise, leave now. I know that you are busy. This is my business card. "