What sales questions to ask a customer by Spoken English for push sale to a reluctant customer? Because whenever you go for a sales call, customers are stay in hurry and they do not have spare time to hear you. You should go for a cold call when you understand that customer in hurry. During then try to know what sales questions to ask a customer by Spoken English. It is a proven strategy to what sales questions to ask a customer by Spoken English to read the customers mind. Stand a best strategy to know what sales questions to ask a customer by Spoken English. If you able to read customers mind on What sales questions to ask a customer by Spoken English, you would be a successful telesales agent and you would able to come with flying colors.
How to know and read customer mind for maximizing sales
How to know what customers are expecting from companies
PROBING TO EXPLORE A NEED
It’s important to be sure you have a clear, complete understanding of the need before you address it with your products or services when the customer has expressed a need. Use open and closed probes to clarify to get at the complete and clear picture of a need.
- What the customer wants
- Why is it important
Once you’ve asked an open probe to clarify the need, ask a closed probe to confirm your understanding of what the customer has said.
Clarifying the “what” of a need
The clarity with which customers express their needs varies to some degrees:
One customer may say “I think I need a new laptop, so that’s why I’ve called”
The other customer may be more detailed “I need a new laptop as my old one cannot be upgraded with the new version of windows/linex”. No matter what a customer says to expose some kind of a need, questions should be asked to have a clear picture of the customers needs. Here are some examples:
- “What type of the upgraded windows/linex version you are looking for”
- ”How is the operating system you have not working out for you”
- “What kind of work do you do on your laptop”
Clarifying the “why” of a need
When the customer has a need there is a reason a “why”. Probing to understand why a customer has a need keeps you focused on the customer. Probing provides useful information about the more fundamental needs behind the one that’s been expressed and all the information helps you to determine how best to assist the customer. To probe to clarify the “why” of a need, ask:
- “Why do want to upgrade to a new version”
- ”Why are you looking for that specific version”
- “What exactly do you intent to benefit with the upgrade”
It’s crucial to clarify the “why” of a need when a customer specifies it and you are not clear how to meeting the request will be helpful.
CONFIRMING THE “WHAT” AND THE “WHY” OF A NEED
Despite the best efforts to listen, the possibility of misunderstanding or missing out on what the customer has said still exists. One way to be sure that you and the customer are on the same page and share the same understanding is to confirm your understanding of what the customer has said now and then.
You confirm your understanding by summarizing what you have heard plus using closed probes to elicit a “yes” or “no” response from the customer.
To confirm the “what” of a need you might ask
- “Let me get this straight, you like to purchase a new laptop as your current laptop cannot be upgraded. Is that correct”
- “So what is most required right now for you is to be up to date with the current technology. Right ”
To confirm the “why” of a need you might ask
- “With the new laptop multitasking can be beneficial for you. correct”
- “While the laptop is doing its work for you, you can use the extra time for your other work related activities. Right ”
Probing to clarify a need, and confirming your understanding of what the customer has said and why he/she said it, can prevent you from making incorrect assumptions or proceeding with incomplete information. Probing to explore both the “what” and “why” of a need shows respect for the customer and demonstrates your interest in what he/she feels is important.
Exercise: probing to explore a need
Probes to clarify/confirm:
CHECK YOUR UNDERSTANDING
Mark each of the following with an open (O) or closed (C)
- “So you currently have six corporate clients. Right” ———
- “Why is it important to have that kind of bandwidth” ———
- “Are your employees on the job trainees or did they have any formal training ” ———
- “You are the boss of this department, in other words you can make the final decision on this matter. Is that correct” ———
- “You said its hard to meet deadlines with these papers, please explain I am not sure I have understood you.” ———
- “Can you tell me more of your bosses work” ———
- ”How do you feel about that kind of service” ———
- “So who does the work around here” ———
- “Why haven’t you signed up with them then” ———
- “Is it the bank who have the issues or the financial houses from where you took the loan” ———
Identify the probes about facts (f), impact (i) or need (n)
- “So you need the service to continue your work through the night” ———
- “What kind of passengers travel on your boat” ———
- “How is the network causing a problem these days” ———–
- “What happens when the suppliers are not providing the logistics on time” ———–
- “You said the product you had brought from the supermarket had problems right from the beginning, can you tell me what brand you purchased and from which supermarket.” ———–
- “Are you looking forward for a holiday vacation then as you are planning for a tour next year” —
- ”How do you feel about that kind of service” ——–
- “Who is your current network service provider” ———-
- “What effect did it have on your employees” ————
- “How were your profits hampered due to nonpayment of bills” ———
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