[推荐]如何提问的技巧
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">通过提问来引导对方的思维，锁定对方的注意力，使对方的选择余地越来越小；通过提问引导客户顺着我们的思路走，使客户最后作出购买的决定。而客户作出的选择也是他自己所喜欢的。</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> 销售中问比说更重要。如果我在推销训练课程时这样说：</span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">“</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">我们做的是专业的销售训练。通过我们的培训，可以大幅度提升你的销售业绩。</span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">”</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">效果一般，不能勾起客户的欲望。不如这样问：</span><font face=""><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">“</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> 王经理，你相信业绩的提升决定于销售人员的成交能力吗？</span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">”</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"></span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">“</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">你相信专业的销售技能来自于专业的训练吗？</span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">”</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"></span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">“</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">你相信专业的训练来自于专业的训练师吗？</span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">”</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"></span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">“</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">你相信专业的训练师来自于他的实战经验吗？</span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">”</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"></span><span style="mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 宋体; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"><font face="">“</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">具有实战经验的训练师来训练我们的销售人员，一定会大幅度提升他们的销售成交能力，你说是吗？</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><font face="">"</font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">在与客户沟通时，一定要少说多问，但是提问时你必须要注意到两点：</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> 第一，问句必须要达到你的目的，如果问句与你的目的风马牛不相及就没有任何作用；</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> 第二，必须很自然地</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> 提问，问句不要问得很拗口，要顺畅自然。</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> 在这充满说服方式的世界里，你可以去说服别人，也可能被别人说服；你可以引导别人，也可能被别人引导。至于你要做哪种人，就看你有没有一定的说服能力，有能力的人能说动别人跟着他走，没有这种影响力的人只能听命于人。</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> 问对问题赚大钱什么是有效的问题？即</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><font face="">(1) </font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">有助于了解客户现状的问题。</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> </span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><font face="">(2) </font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">有助于把客户的潜在需求转变为即时需求的问题。</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> </span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><font face="">(3) </font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">有助于满足客户要求的问题。</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><font face="">(4) </font></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;">有助于表达对客户关注的问题。</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-layout-grid-align: none;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: ZH-CN;"> </span></p> <p>en </p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p> 谢谢、、受益匪浅
页:
[1]