in the operating results10fold difference in skill leaves questions

Being able to sell, the ru business man question skill is high

The business man whom it can sell and the business man who cannot be sold.Is this difference probably what?

There is the difference in the various aspects, but that even among those one of especially large ones, is difference of question skill, I think.

The business man = question skill which it can sell is high

The business man = question skill which it cannot sell is low

With it is the extent which it is possible to declare.So whether why question skill that much is important, while introducing my myself experience, we probably will speak.

Question expands business chance

I office worker age, passed most periods as the business man, but about several years it has been in the support unit of business.Then you managed commodity development, you advised according to the consultation from the business man, did business accompanying and the like to the place of the customer.It is the day when it is such.Y of the business manager with the thought face did in my place.

Y: “Nisino, there is just a little consultation, however it is, n/a ”
Guide: “It probably is what?”
Y: “It is A you and B you and C you of my subordinate, but there is an enormous difference in business skill, it is.For example, receiving the inquiry from the customer, you infer in business talk, don’t you think?.thenAyou500to come back to the negotiation of ten thousand yen, Byou150million yen, Cyou are the only50not only to ten thousand yen. this is not a case, what is going on everywhere so that like i said, it is not a big difference to the results would. put simply, Aand youCyou’re in and, sales10it is not different times. somehowCperformance of you even a littleAi’d like to close to you, i what should i do now??

i received a consultation, immediatelyAand youCto you, why have an audience and opportunity in what way the usual, so, i decided to try listening to the talk details. it was found that there, Aand youCthe difference between the results of you is difference of skill question that it was a.

firstCyou will explain the case of. if there was a query from more of the audience, senpo are of course interested in the product. so in the negotiations is, the guests the contents of this product, could you tell me a little more concretely man asks for a description and operating.

thereCyou was found and a nod, described in the audience about the content of the commodity. hmm audience is to convince and, i hope. you buy this this is called. Cyou thank you. 50ten thousand yen negotiation is completed and said thank you.

delve into the question repeatedly challenge

on the other handAif you are, Cwith you is a little different. when you are prompted for a description of the products from customers, respond to it as far asCsame with you. but after the item description, Ayou are visitor to ask questions.

it can have an interest in this product is the way this time, why do not

and. the guests in the, there are those who will answer this question honestly.

that there is little that it is the challenge we now actually, of measures to solve its problems1of your company as one××it is not decided to buy

to fu i. furtherAyou, details to audience questions. challenges that face of the audience will continue to elicit a deeper concretely what. thusAyou, we understand the challenges and needs at a deeper level the audience are having.

if that is deeper the deeper challenges are having on the general, 1to the fundamental solution of the product in only one case is the most difficult. thereAyour proposal will further.

if you would rather solve the problem is that, been purchased as a set rather than individually and how our system or will. by utilizing a combination of effect appears because of, fundamental solution of the challenges that face will be possible. please consider all means

statements that accurately grasp the issues and needs of the audience, Ato your proposal has a persuasive. if it mean that, the guests decided to set a purchase. this difference, Ayour500and ten thousand yenCyour50is a difference between the ten thousand yen.

of courseAyou, success is not limited to large orders always always. but that endeavor to in-depth questions, and find the hidden needs of the audience, likely to be tied to the business opportunities will be higher. to become a salesman sell, important question how or skills, i hope you know.

important questions3and one point is?

when the salesperson to make full use of skill question, important point is greater3there are three.

1.chances are thoroughly dig in
mr. customers, i speak when it is the needs and challenges that are facing, so there are not many. miss this chance should not be. audience is trying to shabero the real intention if you feel that you, let’s ask a question to do the best in-depth.

2.needs from shallow to deep analogy needs in front of
please give this product when it was told from customers and, i only sell its products is a simple. but there audience is probably why its products are anxious to have by analogy with, you can glean the deeper needs of the audience.

superficial needs the bottom of the, a bigger hidden needs there should be a. that i wonder what hidden needs , please ask a question while considering the fact that.

3.not run away to talk business, such as product description

if you fail the line of questioning, they may be offended audience. difficult question is the fact. i want to talk business, such as product description is not yet fled dakaratoitte. nest although it is also necessary to product description, only is here talking to unilaterally, to grasp the issues and needs of the audience can not be. let’s have the courage to question.

skill questions, we will continue to be polished by questions from audience consciously from the usual. exercise the power raised questions whether in practice, please aim to up performance.

research capabilities to know the opponent’s preference
exercise of power who can question from tomorrow
question how well the hearing exercise the power question