How to tap the sales staff to customer needs.docVIP

 PAGE \* MERGEFORMAT 9 How to tap the sales staff to customer needs Sales of goods is to introduce benefits provided to meet the specific needs of the customer process. Goods including of course the tangible with intangible goods and services to meet the specific needs of customers is the customer’s specific desires are met, or customer-specific the problem is resolved, therefore, for liquor sales staff, after obtaining the trust of customers, through the ‘question’ + ‘listen’ to find where the customer needs. Liquor sales personnel only identify the problem, and in order to ‘remedy’, really help customers solve existing problems so that the question for the sales staff to develop new customers, contributed to the success or failure of new sales is critical, if the sales staff can not Asked by effectively probe the real needs of customers, sales staff is difficult to complete the sale., in reality, many salespeople do in this part of the relatively weak, especially in the dealer’s sales staff did not stand in the customer’s point of view think they just wanted to go out as soon as product sales, therefore, from the beginning to the end of communication are endlessly talk about their products, resulting in sales of failure. Positive and negative case scenario reproduction [Case I] Jiangxi Wang Shangyu arm of a liquor dealer sales staff, Amy after winning a Class B Hotel Purchasing Manager Zhang trust, in order to sell wine products as soon as possible to Zhang, Zhang Wang began to introduce their own products, their conversation as follows: Wang: Hello, Zhang! Packaging materials and bottles of our products is a well-known design company design, you look at the packaging material of this product is very beautiful, consumers will love. Zhang: packaging material of this product is very beautiful. Wang: This product is a national liquor drinks judges XX development. Zhang: wine really good. Wang: We sell this product, you can earn 40% of the pro