The Five Salesmen Evaluate The Best Salesmen.

Find the customer's needs: Mike: "Bill, what size suit do you wear?" Mike looked at Bill's figure.

The...

Mike: "Bill, you must know that it is not easy to pick a fitted garment for your body. At least the waistline of clothes needs to be modified.

Where do you buy your suits? "Mike stressed that the garments on the market were rarely bought or modified to suit Bill.

He also asked Bill what he bought in his suit, so Mike knew who his rival was.

Bill: "in recent years, I have bought Western suits from Mel brothers."

Mike: "the credibility of Mel brothers is good."

Mike never criticize his competitors in front of customers. He always says good words to his competitors or keeps silent.

Bill: "I like this company very much.

But, Mike, just like you said, it's really hard for me to find time to choose clothes that fit me. "

Mike, in fact, many people have this kind of trouble.

It is more difficult to choose a clothes that you like and fit yourself.

Besides, it's tiring to shop around and pick clothes.

Our company has more than 4000 fabrics and styles for your choice.

I will pick out several materials for you to choose according to your preference.

Mike stressed that selling clothes is better than making them well.

Mike: "what price are you wearing for your clothes?"

Mike thinks it's time to raise the price.

Bill: "generally it is about 400 yuan.

How much is the suit you sell? "Mike:" from 375 to 800 yuan.

That's the price you want. "

Mike said the price of the product, but only to date, there was no further explanation.

Mike, "I can bring a lot of convenience to customers."

They can buy the clothes they need without going out.

I visit customers two times a year to see what their needs or difficulties are.

Customers can always find me. "

Mike emphasizes that he can solve troubles and bring convenience to customers.

Mike's clients are mostly senior executives of enterprises, who are mainly concerned about convenience.

Mike: "Bill, you know very well that the average person who is well served will be very flattered. He will think of any other conditions behind the service.

This is really a regrettable thing.

I serve the customers thoroughly and thoroughly, making the customers feel embarrassed to find other manufacturers, which is also the purpose of my attentive service to customers.

Bill, do you agree with me? "Mike stressed the" service "because he believed that almost every senior executive in the company emphasized the" service ".

Therefore, Mike at the end of the conversation with "you agree with me" to guide Bill's answer, Mike is sure to let Bill make a positive answer.

Bill, "of course, I agree with you."

I like manufacturers with good service.

But now there are fewer and fewer vendors with good service.

Mike thinks Bill's ideas are consistent with his own ideas.

Mike: "when it comes to service, our company has a very good service plan.

If your clothes are damaged or burned, you just call, and I will serve you immediately. "

Because of Bill's attention to service, Mike mentioned to Bill that the company had a very good service plan to solve Bill's troubles.

Bill: "yes, I have a sea blue suit. I bought it a few years ago. I like it very much, but now I have not worn it at home.

Because I have been losing weight in recent years, this suit is a little fat.

I want to change this suit to a smaller size. "

Mike remembered Bill's words: Bill had a sea blue suit to be revised.

Mike: "Bill, I hope you can give me business support.

I will provide you with all the services you need.

I hope to keep in touch with you in business and always serve you. "

Mike, no longer hesitant, directly expressed to Bill that he hoped Bill would "buy his stuff" and stressed that it could provide good services.

Bill: "when do you want me to look at the samples, Mike?"

(Bill looked at the watch on his chest and hinted to Mike that his time was limited.

Bill wanted to see Mike's sample. Mike prepared many samples in his bag, but he didn't plan to take them out.

He wanted to ask further questions, hoping to understand Bill's real needs.

After understanding Bill's real needs, it is the best time to take samples.

Mike: "do you have any other partiality for clothes?" Mike wants to know Bill's opinion on the quality and price of clothes.

Bill: "I have many suits that are produced by Mel brothers. I also hope that the western-style clothes produced in Cambridge."

Mike: "the clothes in Cambridge are good.

Bill, in your current business position, the sea blue suit suits you very well.

How many sets of sea blue suits do you have? "Bill, because he didn't take the initiative to tell his suit, Mike had to ask each of Bill's suits one by one.

Mike wants to know Bill's real needs.

Bill: "there is only one set, the one that I mentioned to you before."

Mike: "Bill, tell me about your gray suit.

"How many grey suits do you have?" Bill, "I have a suit and I seldom wear it."

Mike: "do you have any other suits?" Bill: no more.

Mike: now I'll show you some samples.

If you think of a suit you haven't mentioned, please let me know at once.

Mike said as he opened the briefcase and put out some samples on the table.

So far, Mike has been looking for Bill's real needs in questioning ways. At the same time, he has shown all the enthusiasm for his customers in questioning, so that Bill has done a good job in unwittingly and created a good atmosphere for conversation.

Analysis of Mike: he asked customers a lot of questions to find the real needs of customers before displaying the products and selling the products.

The five marketing experts agree that it is extremely important to identify customer needs before engaging in commodity marketing.

After the understanding of customer needs, we can decide whether the prospective customers are their potential customers according to the size and size of the demand. If they are not their potential customers, we should consider: we need to talk with our customers again.

Mary Kay said, "do not understand the needs of customers, like walking in the dark, in vain and can not see the results."

Kandol F said, "I ask customers a lot of questions to find out the real needs of customers.

I listen to the client's answer, so that the customer can express his opinion as much as possible.

Some salesmen keep on talking at the sight of customers, letting customers completely lose their chance to express their opinions and annoying customers.

Once customers are bored, needless to say, salesmen's marketing is bound to fail. "

In order to find out the needs of customers, how much time does it take for customers to ask questions? Five salesmen think it depends on what products they sell.

Usually, the greater the value of commodities, the longer they will take; the smaller the value of commodities, the shorter the time required.

In this case, Mike always listens to customers' questions in a focused way.

Xie Feiluo said, "listening to customers' answers can give customers a sense of respect.

I like Mike's attitude towards customer opinions.

Mary Kay said: "many salesmen often forget that listening is an important factor in effective communication. They are always in front of customers, completely ignoring customers' reactions, and losing the opportunity to discover customers' needs.

God gives us two ears and one mouth, that is, we should listen more and speak less.

Mary Kay compares "discovering customer needs" to "doctors treat patients".

"A good doctor is sure to ask a lot of patients before medical treatment," she said.

For example, the doctor will ask, "when did you begin to feel pain in your back?"

What were you doing at that time? Did you eat anything?

Does it hurt to touch your place? Does it hurt to lie down?

Will it be ill when climbing stairs?

These questions make the patient feel the concern and attention of the doctor, and make the patient cooperate closely with the doctor, so that the doctor can find the source of the disease quickly and suit the remedy to the case.

It is a good salesman who can play the role of a good doctor, so that customers are willing to cooperate closely, and then quickly discover the real needs of customers and give timely satisfaction.