Item of sale of 12 class serial 5.docVIP

 PAGE \* MERGEFORMAT 4 ‘Item of sale of 12 class’ serial 5 Project Sales third lesson: interview (middle) Second, to understand customer needs and demand to stimulate 1 What is the demand? Customers buy products and services, the ultimate goal is to meet the demand, so we get interviews with the customer the most important task is to understand customer needs. So, what is the demand? Demand is the gap between expectations and the status quo. The gap between the current situation and expectations of greater demand for the more obvious. In general, the demand can be divided into two kinds: one is the dominant demand, one is hidden demand. Explicit demand is very clear that customers know their needs, and customers do not realize that latent demand is rather ambiguous, or needs. For example: ‘I need a quality and reliable inverter’, ‘I need a more powerful motor’ is the dominant demand; and ‘we had frequent problems with the inverter’, ‘we are often the motor overload’ is is the hidden demand. 2, through the proper questions to understand customer needs The way to understand the customer needs to ask questions, but only with the correct questions are asked in order to accurately tap out the customer needs. The two priests were a request to the priest, a man asked him: ‘I’m praying can smoke? ‘Father said:’ No ‘. Another asked: ‘I can pray in the smoke do? ‘Father said:’ can ‘. Can be seen the same question in different ways to ask questions, the answers will be completely different, so ask questions is a skill that must be followed by learning to grasp. In general, we have two ways questions can be used: the open-ended questions and closed questions. Open-ended questions are a class of customers can be inspired by a statement of freedom to achieve the status of certain things, or express their own opinions, views the problem, it helps us for more information. Understanding the customer demand, to raise as much as possible open-ended questions. For ex