Can help you to insight into the customer's inner problems

Just ask 5 questions, can you dig out the real needs of the customer's heart and attract him to buy the products we recommend to him? The answer is yes.

What are the 5 questions?

I will ask the customer 5 questions:

1. Why do you want to buy a car?

2. What are your basic requirements for the car?

3. What are the specific meanings of these basic requirements?

4. Which of these basic requirements is the most important?

5. Do you have any other requirements?

As long as the customer answers these 5 questions, I will thoroughly understand his innermost feelings, that is, through these 5 problems, I learned the real needs of their inner layers.

Let's discuss it in detail.

Why do you want to buy a car?

What is the purpose of asking this question? In fact, in order to understand the purpose of customer purchase, that is, the motives of his car. We can call it the basic motivation of demand.

For example, if you want to fall in love with a girl, what is your purpose? How far do you want to go with her relationship? Do you want to marry her later, or do you just want to establish a steady sexual relationship or a temporary sexual partnership, or just a person who can talk and rule out loneliness?

Your purpose is not the same, then you have to take the action plan, the willingness to invest in energy and resources, to each other's requirements are not all different? The answer is yes.

If this problem is extended to car sales, we can also ask a customer who wants to own a car the same few questions, what are you going to do with the car? Who will be the main user of the car? How would you like your friends to judge you when you go out in this car? What will be the use of the car? Who will ultimately pay for the cost of the car?

When a customer answers this series of questions, as a sales consultant, in the heart should be able to buy the customer's basic needs of the product to understand more clearly.

This is the basic requirement analysis ability that every qualified sales consultant should have, and we generally refer to the sales consultant who can analyze the customer's requirement to this level as an entry-level sales consultant.

What are your basic requirements for the car?

Here the basic requirements, that is, when customers buy products in the heart of the measurement, that is, customers determine whether a product conforms to his inner needs of the basic criteria.

For example, if you want to find a girlfriend, answer the first basic motives of the question, you tell me that you are looking for a later can marry the object, then I will learn from you, you think what kind of girls can become your future marriage object? You will answer I said to meet 8 conditions, respectively: People want to grow beautiful , is a heterosexual, kind-hearted, attentive, filial piety parents, good health, well-educated, have a stable job.

These 8 conditions are the yardstick by which you judge whether a girl can be the kind of girl you are looking for. If we are a courtship, it is often not a girl's own, but some of the unique characteristics of the girl.

Similarly, if as a consumer, in the purchase of a product, to buy is not the product itself, but the product has unique characteristics. Whether these attributes meet his requirements is his yardstick.

This reason applies to the car sales, if you are a wish to own a car customers, you want me to recommend a car, I also want to ask you, you have the car will have the basic requirements?

You may tell me, hope this car can meet your 6 basic requirements, namely: the appearance looks like the atmosphere is stable, use up economy to save oil, space should be spacious, ride to be comfortable, pass sex is better, security is high. These 6 basic requirements are the metrics you need to evaluate whether a car meets your purchase requirements.

Able to analyze the needs of customers to this level of sales consultants, we generally call them Junior sales consultants.

Iii. what are the specific implications of these basic requirements?

As a seller, his job is to help customers find a product that is best for him, and not just ignore the customer's needs for profit.

It's not enough that we just find the basic requirements of our customers, because in many cases, the customer itself is not very clear why they have these basic requirements, less clear what the specific content of these basic requirements, as a customer responsible for the seller, can not stay in the understanding of the basic requirements of the level, Make a hasty offer to the client that you think is appropriate for him. Otherwise, you will be mercilessly rejected, or bring new trouble to customers. Neither of these is what we need.

You also need to know more about a deeper level of customer needs. This will be to the customer's basic requirements for further excavation.

For example, the first measure you look for a girlfriend is to look pretty, so I'm going to ask, what do you mean by being beautiful? Can you tell the characteristics of height, weight, face shape, hairstyle, eyebrows, mouth type, nose? What does it mean to be well educated? Whether from the level of education, degree level, What are the types of schools you study, the majors you learn, and the performance of your studies?

The same truth, put in the sales, the customer asked for a car to economic saving oil, then in the eyes of the customer economy, what is the meaning of oil? Hundred kilometers fuel consumption 8 liters calculate to save oil? is 7 litres the fuel? or less than 6 litres to save oil? It depends on what kind of car he was driving, and his understanding of the economy's concept of oil. If he used to drive a QQ car, then he may think that hundred kilometers of fuel consumption to 6 litres below only calculate the oil. If he had been driving a Hummer, it would have been 14 litres of fuel, and he thought it was very fuel-efficient.

As a seller, before you have fully understood the specific meaning of the customer's measurement, hastily put forward their own plan, that can meet the customer's purchase needs, with a book title is, you think you think is what you think? The result is not necessarily, may also have to hit the wall, the head is full of ash and return.

Therefore, smart sellers not only to understand the basic requirements of customers, but also to further understand the customer's basic requirements behind the real meaning.

Able to analyze customer needs in-depth to this level of sales consultants, generally referred to as intermediate Sales consultants.

Which of these basic requirements is the most important?

In real life we have a lot of things, some are insignificant, some as if life, for those insignificant things we can arbitrarily discard or take to exchange with others, and for those who see life, is even pay the cost of life will not abandon or to do exchange, normal people are.

After the previous three levels of demand analysis, hidden in the customer's heart of the real needs have been dug almost. As a seller, do you find that your product features are most likely to not meet the customer's real needs?

Do you really want to convince your clients to change their view, or make adjustments to the original metrics to fit your existing product?

If you have such a need, then you have to do the next step, that is, try to get the customer to the measurement of his list of the importance of the ranking, sorted out before you can tell which metrics for the customer is the life, which is insignificant, Then try to satisfy what he considers to be the most important measure, and persuade him to adjust or change the elements that he considers less important.

For example, we mentioned earlier, your future girlfriend's request has 8 measures, namely: long beautiful, is a heterosexual, kind-hearted, attentive, filial piety parents, good health, well-educated, have a stable job.

These 8 metrics, I've got a lot of people doing important sorting, found in everyone's mind, their importance is different, and some people out of the order is: heterosexual, good health, kind-hearted, attentive, filial piety parents, good-looking, well-educated, have a stable job, Is that the order you're in? And some people out of the order is: heterosexual, good-looking, kind-hearted, good health, careful and thoughtful, filial piety parents, have a stable job, a good education.

If you're a normal, gay man, it's clear that whether you're the first or the second, the "straight" in the most important position is a measure of choice that you're not willing to abandon or change. And in the least important position of the "have a stable job" or "well-educated" these two metrics, under certain conditions, you are likely to be willing to abandon or exchange.

Same reason, in the eyes of car buyers, for his list of the 6 standards: the appearance of the atmosphere to be stable, the use of economic oil, space to be spacious, ride to be comfortable, through good, security to high, in his mind, there is an important degree of order.

As a seller, you have to find ways to let customers make an important ranking results, as long as he lined up, you have the opportunity to persuade him, otherwise you will likely be stuck in this juncture, halfway, the product can not sell out, the consumer away.

The ability to analyze customer needs to the fourth level is one of the hallmarks of a sales consultant's ability to stand out from a general sales consultant, and we call the sales consultants who go into that level as senior sales consultants.

V. Do you have any other requirements besides?

This is a diamond-level problem that can uncover the hidden needs of customers. In general, a good sales consultant can ask the customer the fourth question of the previous article has been very impressive.

Then you will find that even if you find the importance of the customer's metrics ranking, but you have to persuade him to change the measure, he is left to push the right, say, there seems to be something did not poke into his heart itch.

What do we do?

Obviously, there is something hidden in the client's heart that has not been told, and more secretive needs are not being met.

At this point, you must be bold enough to ask him, "is there any other requirement?" As long as you ask, you will find that miracles happen. He tells you at this point that the demand is what he thinks is the most important secret demand.

As a seller, all you need to do to satisfy his needs is to pretty him, and all of the previous needs have become a secondary requirement.

For example, in front of the courtship, after he said 8 metrics, you based on his criteria to find a few meet the requirements of the target, let him choose, he was in a dilemma, then you can ask him "other than there are other requirements?" Once he tells you that you have to follow his new request to find a candidate, he has no reason to refuse you?

The same is true of car buyers, the six measures are satisfied, still not determined to buy, how to do? Now ask him, "is there any other requirement?" Yes, then try to satisfy him, he is your fish.

The real magic of the sellers are not those who are good at making promotional strategies, nor those who only to the consumer needs to do nowhere-type understanding, but those who can peel off the layers of customer coat, deep bone marrow, directly stabbed to their hearts itch, good at discovering the secret needs of customers master.

We refer to Sales consultants who are able to drill down the customer's requirements to the fifth level.

Marketing is a process to meet customer demand, but customer demand is not a clear night sky in the moon, but buried in the underground ore, then to explore customer demand is a prospecting process. Whether to explore the rich ore, the need for in-depth and meticulous customer demand analysis, here provide the customer needs analysis of 5 questions, is a can help sales consultants to effectively carry out prospecting work good tool