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Sales Techniques

Program the sales negotiations

The closing of a deal those results in a positive way should be considered as whole sales negotiations conducted with success. In fact, to maximize your chances of receiving a positive response and minimize those be told “No”, you create a series of assumptions that lead to a positive end. This means creating the right climate from the first contact with the customer. With this, I do not mean that you have to ask the order as soon as you step in, but you have in a sense put the client in a position to say “Yes” right from the start. Note that both think in positive terms from the beginning to the conclusion of the negotiations.

The principle to follow is the following, in English is called the ‘Six P’: Proper Planning Prevents Poor Performance Possible (a good presentation avoids a possible poor performance):

If you are not close by promoting competition

If after working to identify the potential customer, contacted him, aware of its problems and explained how to solve them, not even close, you have done nothing but prepare the customer to buy the next person who will make a proposal: you can be sure that someone will be in competition.

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Sales Techniques

The Weather

Before looking at how successful people live well with adversity, we consider a kind of experience that could prove more dangerous than failure itself. Often the fear, i1 thought, prediction of failure as the failure to immobilize him. The reverse is also true: the expectation of success is galvanizing the same success. Similarly our enthusiasm is not blocked by the fact of experiencing a failure, but by fear or the expectation of failure. I remember, for example, a newspaper article about a paratrooper. During a launch, the parachute did not open and he is completely in a panic not even attempt to operate the parachute. As a prophecy that draws strength from self, fear can make us act in a way that it happens exactly what we fear most. In other words, the paratrooper, in a panic, was not able to think and act correctly. Fear can freeze.

More recently I read another article about a paratrooper. He tried to open the parachute once without success. Then he pulled the emergency cord, but not even the reserve parachute opened. At the height of 3000 feet, he had to think to himself: “Damn!” or something very similar.

If any of you have experience of skydiving will be aware that the instructions in the event of difficulties in landing say they try to touch the ground in a forward position with respect to the feet and groped and then immediately roll or tumbling acrobatics, this way of looking at avoid direct impact with the ground. The parachutist that we were talking about, after a flight from 3000 feet high, on impact with the ground and only just broke his ankles.

Reported abrasions, bruises, wounds but only one broken bones. She had followed instructions to the letter. The man who died could have survived and one to which you would not have given any possible survivors. We will discuss not only the challenge of facing adversity, but also how to deal with fear, thought and anticipation of failure.
Imaginable hot summer days and an inviting swimming pool. Tap water is cold and you find it. The thought of being in water makes you change the decision. Still, if you taffeta, once past the first moment of cold would be happy and refreshed.

For sale the same thing happens. You are eager to succeed, but most think of what could happen, the more you stay inactive. Pick up the phone and the handset is ‘heavy’ in your hand. However, once made the first call, even if the potential client has not given you a lot of hope, are acting. After a few more phone calls you will get a “yes” and you end up with the right incentives and a positive situation.

In summary, you can not fail. In fact, the failure does not exist. What exist are the experiences that do not respond fully to meet your expectations and what you have to ask: “What have I got? What was the positive side?” Think about the positive things you got from those experiences that were not performed exactly as you wanted.

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Sales Techniques

Reach a situation of double success

Get a double success means that the seller has been successful in selling and the customer in buying. If you give your customer the feeling of ‘winning’, surely you will get more orders from him. If the sale gave the impression of a victory by the seller on the customer, the closure has not been satisfactory, although the result was positive.

If the customer proves insecure in making the final decision, means he’s afraid of something. In most cases, this fear stems from an incomplete knowledge of the topic. The customer must be enabled to be brave enough to take the decision. Then you have to reassure him and help him overcome the fear of change.

  • Recognize the signals transmitted by the client
  • Develop a list of arguments

If you follow a careful planning, you will find yourself in front of the right person at the right time and with the right product or service. Using the formula of double success you will see that the deal will boost automatically and will result in a closure. If you ensure that the client is ‘ready’ for the conclusion, will close almost a formality.

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Sales Techniques

The various stages of negotiation for sale

The planned closure is one of the parties that make up the sales negotiations, the goal to strive from the outset. To sell, you need to know to create the potential customer a feeling of necessity equal to your purchase need to sell. This condition can be achieved in stages during the sales process. Dividing the process into its component parts, you can identify the objectives to be attained in each phase, and ensure that they are met before moving to the next. Also you can measure your results in achieving such objectives in different phases and compare them every month or every three months to realize improvements.

  • OBJECTIVE (new clients)
  • PRE-CONTACT (detailed research)
  • CONTACT (attract customers)
  • INVESTIGATION (get details)
  • To prove (to prove that it’s all true)
  • PROPOSAL (to submit the offer)
  • CLOSED (ask)
  • ORDER

II Japanese method

A Japanese company uses a computer control module for the monitoring of sales that helped them to reap success in every market. The module is entitled ‘Profile of sale’ and it is a list of 11 key points which must pass through a seller during negotiations.

PROFILE OF SALE

  1. RESEARCH OF POTENTIAL CUSTOMERS
  2. Make contacts
  3. WHO DECIDES AND HIS MEETING WITH CONSULTANTS
  4. IDENTIFYING NEEDS AND REQUESTS WITH WHOM WILL ‘THE DECISION
  5. CRITERIA FOR SALE
  6. SOURCES OF RESEARCH INFORMATION
  7. SURVEY
  8. PRESENTATION
  9. PROPOSAL
  10. CLOSING
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Sales Techniques

Advantages of Failure

The first advantage of the failure is that this allows you to become stronger, more resistant, to create a sort of scar tissue around your character, to train your mind.

A boy of seven years and his brother were injured in a fire. They had to stay in bed for more than three months, and one of them died. Nine months later, despite the burns, the leg of the surviving brother was in fairly good condition to enable him to walk with crutches. The first day without crutches was painful for the boy. Nevertheless, he tried to camminale a bit ‘more every day, until you get to walk almost normally. But it was not yet satisfied his classmates teased him, and he still could not run like other children. Every day, clinging to the tail of his horse, walked miles and miles in the fields until he could run again. But that was not happy, and be like all the other boys continued to train every day. Several years later, on the track of Dartmouth University, Glenn Cunningham beat his world record of a thousand meters. Here’s what you can get proving themselves.The problem is that not many have faced a real experiment a failure or refusal real.
As the metal is forged from high temperature oven, in the same way our personality is formed by the evidence we have had to bear. A grain of sand inside an oyster penetrated can cut it as a failure, a waste, it can hurt our feelings. Of course, the oyster can transform the irritant into a precious object. Similarly we can transform the negative moments of life into strengths.
Continuing the theme, here’s another true story to a child of seven years. He was alone in the yard when he saw an owl asleep on one of the lower branches of a tree. Intrigued by the idea of ​​having a new playmate of the little boy quietly went to the tree and grabbed the owl jumped to their feet.

The animal, frightened and began to peck at his arm violently. Pain and terror to the boy slammed the bird to the ground several times and ended up killing him.Shortly after, disappointed and in tears, while burying the animal, he began to think: “How could I make live animal instead of killing them, and make people happy rather than sad?” Imagine a little ‘who spent whole life to give life to animals and make people happy? This is the story of Walt Disney.

Another anecdote. An angelic-looking little English boy brought a message a day at the police station on behalf of his father. The officer decided to follow the instructions of the card and took the child to a corridor on which gave the cells, let him in one of those empty, closed it and went inside. Ten minutes later the policeman returned, he did go out and explained to him that that was what happened to naughty children. Gradually the child’s fears increased and they were turning into a neurotic. As time passed, he realized he is about to become a psychopath and he tried desperately to stay sane. Who spent his life to exorcise their fears by creating horror stories? This is the story of Alfred Hitchcock.

The story of Glenn Cunningham, Walt Disney and Alfred Hitchcock show how the past is not determinative, but rather our ability to positively respond to and solve our bad experiences.

When a person is faced with a divorce, or the failure of his firm, these painful experiences make it weaker or stronger? It depends on us. Many people take a decision without being aware of it, and choose a negative reaction that will lead to anxiety and depression. The next time you try a disappointment, choose a positive reaction, which help you to become more resistant.

Think about what are the factors that determine success. What are the key characteristics of successful people? Some think that the main quality is his enthusiasm. Of course it is important, but until that point, then if a person is not able to address the possible failure?

The more emotional you are, you will have more opportunities to develop interpersonal relationships. But an emotional and enthusiastic person is also more vulnerable to those who might be his hostile. On the other hand, some vendors seem completely devoid of emotion, cold, and expose the facts in an analytical way. Their emotional coldness can protect them from attacks by people unkind or insensitive, but their lack of enthusiasm will create difficulties in their interpersonal relationships.

So you have three choices, two of which have problems and the third is the solution:

  • Be enthusiastic, develop interpersonal relationships, but be vulnerable to hostile people.
  • Being emotionally detached and therefore less disturbed by any refusal, but with difficulties in establishing a good relationship.
  • The ideal: to get involved emotionally and establish a good relationship, in the face of negative reactions to maintain a positive attitude until you get a result.
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Sales Techniques

Words that sell

How many times have you wondered: “But what words should I use?”, “What are the words that convince?”
Here are some words that marketers consider most suitable for promotion or advertising of a product.
These are words that have the power to lead the consumer to buy a product or service, combined with these words, effective sales techniques and a clear and attractive, can be an effective tool to advertise and sell a product.

Whenever you visit a client or present your product, you should try to use these words during the conversation and the promotion of the product.

But do not abuse their use, “words that sell” should be used carefully in the other person must receive a message of nature and not a message “built” specifically for influence.

Some of these words:

  • Wallpaper: This word has the power to awaken the senses; everyone likes to receive something for free. The ways to use this word are numerous, for example: buy a product, the second will be for free, buy a product, you will receive free a nice gadget.
  • Discount: If the object is not completely free of charge to the customer will certainly very pleased to receive a discount. A discount is surely an opportunity for the buyer. For example: we offer 20% discount.
  • Savings: If there is free and there are discounts if the savings are certainly as good a spring. For example: This product will save you 30% of energy, with this service you can save your time.
  • Guaranteed: Everyone wants guarantees when buying a product, want to be sure of purchase and be protected in case of malfunction. The product then must be ensured! For example: we offer a guarantee of 10 years.
  • Tested: if a product is tested means it has been “proven”, it means that the customer is assured of operation, namely that the results are verified.
  • Restricted (Limited): If a product has a limited supply then must necessarily be an exclusive product and can be a good opportunity to stand out from the crowd (how many products are advertised as a Limited Edition?). And even if a promotion or a product is only available for a limited period of time, it’s probably a good opportunity, you can not lose time, and you must buy it now! (Limited stocks, only 1000 pieces, offering up to  …)
  • Simple: today, no one wants to complicate the life or wasting time, everyone wants to do things the easy way and simple as possible, the product should be simple to install, simple to use, easy to pay.
  • Fast: just as you would like things simple, we also want things fast; they all have plenty to do and to go through the time and tyrant! Needed products and fast service. Fast delivery of product, quick results, saving time.
  • Results: We all want to see the results of our purchases, and if a product says that we will see the first results after 7 days because they do not trust him? Many products are advertised by focusing on results easily reachable in a short time through the use of certain products or services.
  • Best: All I want the best, those who do not want to have the best product on the market or the best service? The best word is one of those words that catch your attention!

The use of these words do not guarantee the sale of your products, because the final choice is made based on many factors such as clarity and attractiveness of the exhibition, product quality, company image, etc.. Etc… But for sure the use of such words may help encourage the consumer to choose your products rather than those of competitors. The use of such words can make the difference between a message that goes unheeded, and one that sells.

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Uncategorized

Terms of sale

No one doubts the power of words or expressions have to conclude or derail a sale, and as we shall see, it is the simple and commonly used words that can make a difference.
Below we will make a short list of expressions to avoid and those to be used to increase the chances of successfully conclude a sale.

To Avoid
● The questions begin with “NO”: “I do not want anything else?”, “He does not want to buy it?” And other similar questions that begin with are not harmful to the sale because the customer prepares to respond with a no. All these questions can easily be replaced by expressions more “positive”, like “Can I show this’ other object”, “How do you prefer?” We must put the question to guide customers to products or services that meet needs.
● Excess in general (referring expressions): excessive familiarity with the customer, use of slang terms too simplistic or too technical. As a general rule, let the customer to guide you through the kind of language used. If you show familiar to you can be sure to reciprocate the same familiarity, whether in conversation or using technical terms, however, shows some knowledge of the topic you can contact him by using technical terms. If you do not know the topic then strives to make everything as understandable as possible and avoid terms that the customer does not understand. Be professional and respectful to discover what kind of language best suited to that customer.
● Saying is “Expensive”: One of the most serious mistakes that the seller can do is tell the customer that this product is “expensive”. The price is often due to anxiety, you never know how to deal with, some sellers pronounce it quickly, and others have a moment’s hesitation before the other reviews saying that the product is expensive. But these are just some of the expressions used by vendors to incorporate the customer who is buying an expensive product. The only way to overcome anxiety is to study the product price and the customer “type” of that particular product in order to gain security and confidence when you address the issue price or value of the product.

By Use
● The name of the customer: Everyone loves to hear his name, the seller can exploit this common feature, repeating the name of the client during the conversation. In this way the customer will incorporate that you do not you just repeat the script for sale, but you’re really talking to him. Take it into account and would like to find a solution to your needs.
● Possessive pronouns: During the conversation, say “Your”, “Yours”, “your” as tools to strengthen their sense of ownership of the customer and at the same time stimulate his imagination. For example: Avoid “Our insurance plan” and say “your insurance plan.”
● Question: “What do you think?”, “How do you … …” or similar questions will help the seller to find out possible objections or concerns of the customer and to focus attention on the most appropriate solution to the needs of the interlocutor.

With regard to written communications, it is necessary to draw customers’ attention highlighting the benefits that will buy your product or service, or you try to create a message as to arouse the curiosity of the customer.
So, to sell more you need to use words or expressions that:
● They capture the attention of the customer: you, only, opportunities, news, discovery, for the first time, and so on. etc..
● Transmit credibility: leader (market), warranty, tested, satisfaction, testimonials, commitment, research, etc.. etc..
● This translates into an advantage for the customer value, economy, savings, revenue, profit, performance, etc.. etc..

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Sales Techniques

The 5 biggest secrets to sell

1. Soprattutto we sell!
First of all we sell, the first people to buy your product or service, you must buy. What they’re saying, how you say it, how it presents and especially how it feels. See also means making the customer feel important, secure and relaxed.

For this you need to invest in them. The appearance counts for a lot of sales in the world, because you will begin to sell even before opening your mouth. And later, speaking with the customer will continue to sell your image.

Be clear when you speak, you speak in a simple, clear and safe you will give the image of a professional.
Do not talk to the customer, but talk with him. Do not let go long monologues, look for the box.
Make your presentation, but the protagonist of your story will always be the customer, not you or your sales.

2. The ‘Listening is an art

Listening is one of the things that many people seek, even unconsciously; many are looking for someone ready to listen and to make him feel important.

Wait a second before you speak, a second is short, but tells the person you’re talking about that you paid attention to what he said.

Listen to the words, but use your eyes. Note the body language of who is talking, what is your attitude? It is relaxed, anxious, sure?

Look at your partner’s eyes. You should try to establish a rapport with the customer. However, you can not do that if he talks to you while you watch the monitor of a computer or something. You need to look into the eyes who speak to you.

3. Ma must also speak
To make a good presentation of a product will need to write a full speech, then cut in half the presentation, leaving only the most “powerful”. We usually say a lot of unnecessary things that do not affect the customer and often bored. Stating the facts and always put the customer at the center of the presentation. Do not talk any more than necessary!

Beware of jokes, if you do them, make them up yourself. In this way you will avoid offending someone and help to establish a connection with the customer.

If your presentation using PowerPoint slides that appears and make sure that they are appropriate to the sales presentation. If you tell a story or want to excite the imagination with the client to display slides avoided with rational numbers, graphs and percentages.

4. La sale is emotion
Today the customer has replaced the basic needs of food, shelter and clothing with two great desires: to feel appreciated and respected. In other words, to feel important. This is the key to the sale.
It starts from the name. You will need to pay close attention to the name of the client. Write it in the wrong way or worse call by another name; you will demonstrate that you do not give importance. It is the name of each of us, when used correctly, one of the most useful expressions in the sale.

Go to the heart of the matter. Remember, people buy the certainty of not having to worry about buying, be sure that what you buy offers you something that will get better and not cause problems. In other words, people buy the facilities. You have to sell is comfort.

During the conversation, others praise, praise your customer, but never yourself or your product. During the negotiations the client thinks only of himself, what it means to buy for him, as it will be that object, which will give you benefits.

During the negotiations, always use good manners, “thank you”, “customer name” and “greetings to family members” are the best weapons to start or to conclude a deal.

5. Ispirate confidence
A good rule of business is “if you do not get the first 5 minutes, it was already late.” Punctuality is to tell the customer “you are important to me,” punctual shows that you are reliable and predictable. If your clients will trust you will increase the perceived value of your products.

Be methodical in terms of schedules, habits and behaviors. People must know who you’re dealing with. Do not be moody and try to avoid mood swings. This increases the feeling of safety and comfort perceived by the customer.

Providing help and assistance to vendors who work with your business. If you have sales staff or employees, be interested in them. Help them when you can and involve them directly in the activity. All of this will reflect positively on your business and your customers. A seller who cares about the business work better.

Certainly for some people to adopt these simple “measures” necessary to sell, can be awkward, but I assure you that the only way to grow the business and move forward in life.

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Sales Techniques

An experience that help to develop

Which brings us to the second advantage of the failure. Consider the four statements below and choose one:

  • The failure increases your level of maturity and makes you realize what to do to get better results.
  • Negative experience is formative.
  • The rejection is the negative signal that you need to understand what must change.
  • The failure is a source of creativity and gives you the opportunity to try new ideas.

You would not feel as if you had known before slaughter as it was likely that this happens. Now you have more confidence with life’s difficulties.

You should get to the point that a negative experience can upset only because it is less understood than they had imagined. And from this experience you need to learn a lesson: “… You do not think to succeed just because you have a certain charm? It may be that you are not yet mature as you think you be able to cope with the difficulties that arise and that you had not programmed. Now do not start to feel depressed, frustrated, defensive and defeatist ideas. You deserve the success. Maybe you just need to face some problems still, overcome any obstacle. ”

What better than offering a failure, to experiment with new ideas? Imagine for example being at lunch with a potential customer and have the impression that there are no further problems. You understand that it has developed a good relationship with this person. You’re probably thinking to try a new technique for closure rather aggressive with this customer is ready to buy? Not the right time.

So, the only time that leaves room for experimentation with new ideas is the failure. However, in an attempt to avoid further difficulties, you may find yourself on the defensive. Consider two types of people:

  • Those who, when faced with failure, they think, ‘Oh my God, what I still have to suffer? “
  • Those who, in the same situation, they think: “What better time to experiment with new ideas?”

For example, a seller of life insurance has just learned a technique of closure is very aggressive. It is located opposite to a client with whom he attempted to close five times without success. Is not that the last technique, and decided to try it. It presents potential client to sign a letter, the letter says: “Dear Mirko, I listened to his arguments for five times and decided I did not buy any insurance on the vine.” The customer says, “Okay, I sign, but who will exhibit? ” The seller replied: “To his wife, when she is dead.” This technique is not one of the best, although it is difficult to judge the effectiveness of something without having first tried.

From today, so whenever you feel depressed for reporting a failure, ask yourself: “I learned something that I can put into practice?” Too many times people ask, “Why have not I been successful?” Each of us has doubts about their ability, at least on a subconscious level. If faced with a failure we ask, “Why can not I?”confirm our doubts, we forget our strengths and we lose our enthusiasm.

Gianni brings home a bad report card. His mother says that it will not sign it and show it to his father. He goes into the studio of his father, thinking to himself: “Because I had such tremendous results? Do not have a good method of study. I’m not committed enough, I’m lazy and maybe are not so smart.” So he says: “Dad, here’s my report card.” The father takes a look at the scoreboard and say, “Gee, boy, you do not have mica joking!”

Then, looking better ratings, the father gets angry and explodes, saying: “You have no method of study, the school does not interest you, you’re lazy and stupid!” As I leave the study Gianni is no longer any doubt. E ‘firmly convinced that he will never. From now on, when you have a failure, think of being lazy and stupid. When you succeed in something will think: “It ‘was an accident or a fluke.”

Gianni’s father would not have had to reinforce the doubts that the boy had on his abilities. Sometimes we go back to being as vulnerable as children, while trying to start a new activity, or for example, we ventured into other activities. At some point, if we fail, we ask, “Why I got in this mess?”, Starting in this way to confirm our doubts and get ready to not try anymore.

Think of Thomas Edison, who invented the light bulb, but at first could not find a filament that would last long enough to make his invention commercially. Tried and failed thousands of times. One day they asked him: “Mr. Edison, tried unsuccessfully many times, not discouraged?” The answer was: “No, not at all, because I’ve had thousands of failures. I simply find thousands of solutions that do not fit.” With a positive attitude towards the failure of Edison today we have the light bulb.

Edison failed many times before finding a filament that lasted enough. And every time he asked: “What did I do right this time? Why the filament lasts two minutes? Because that lasts five minutes, how can I make it last seven?”

What is your attitude to failure? What do you think when something goes less well than you imagined? What thoughts go through your mind when you can not reach your goal in the time that you had planned? Your attitude towards failure determines your mood and quality of results you can achieve. In fact you can report a failure only by acting in two ways: by not trying or giving up. There are other cases. You get less than you expected. However, even in this case you will have some success. Consider your strengths and renew your enthusiasm by asking: “How I managed to get to this point?”

Remember the reasons why you have taken. Think about how you acquired the last customer, what are your qualities and how you have developed. Once you remember your strengths and renew your enthusiasm you are ready to try again.

Before you try take a break and ask yourself: “What can I do to improve?” It is essential that you succeed the first time. The important thing is that you become stronger, develop your skills and eventually arrive at the finish.

Here’s one last example on life insurance:

“Hi, Guido Rossi of Equitable Life. The might affect the purchase of life insurance?”
“I’m sorry, Mr. Rossi, but I have everything I need.”

What did I do just to be able to keep the conversation for three seconds? I found a partner: then try “Hi, Guido Rossi, the Equitable Life. The might affect the purchase of life insurance?” “I’m sorry, Mr. Rossi, but I have everything I need.””What did?” “I have insurance cover worth 10,000 euro.” “I understand, thanks anyway and see you.” What did I do right this time which made the phone call last nine seconds? I asked a second question. I was more successful, so I have more enthusiasm than before and try again.

“Hi, Guido Rossi, the Equitable Life. Would you be interested in purchasing a life insurance policy?” “I’m sorry, Mr. Rossi, but I already have one.” “What kind?” “E ‘insurance worth 10,000 euro.” “So I guess that does not intend to stay dead for long.”

Perhaps it is not an appropriate technique, but the only way to be sure is to try.And what better time to try new solutions when there’s nothing left to lose?

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Sales Techniques

Ask to Sell

Often the outcome of the sale is concentrated in a few minutes of conversation, so if you want to sell something we should first try to attract the attention of our party and steal his real interests and needs. In fact, when you interact with another person must first understand who you are in front, enter his world and only then can we bring our ideas and make them accept.

The only way we know the reality of another individual in such a short time is to ask him intelligent questions. Avoid then, the long monologues and opt for a conversation “active” participant in making the other party.

The best way to implement this strategy is to impose time limits. For example, impose not to speak for more than 60 seconds without making sure the other person is a participant in the conversation.
But how can you verify the participation of the potential buyer? Simple with the use of questions. ‘S use of questions in the sales process is critical, because the way in which a question arises has the ability to influence the response expressed by the customer. In fact, the question can be formulated to elicit information on ‘buyer or to rational or emotional effects arise sull’interlocutore. During the early stages of the conversation you should ask questions that show facts and general information, not to embarrass the other party, to create a rapport and dialogue, and then you can ask deeper questions that require answers more complex and engaging.
Questions can be divided into:

Open Questions

Such applications allow callers to speak freely, so thanks to them we can use to acquire information, uncover needs and motivations of ‘party.
Open questions generally have the following characteristics:

  • Can not be answered with a yes or no
  • They begin with: when, what, how, why, where.
  • Require a response
  • Promote dialogue
  • They build a rapport
Closed Questions

Closed questions have the opposite characteristics to the open questions. Closed questions unlike those just discussed limiting the dialogue because they require answers brief and concise. It best to avoid such questions only in specific cases.
Generally, closed questions are used to:

  • Obtain feedback during a dialogue
  • Obtain specific information from the client
Clarifying questions

Clarifying questions are used to verify the exact understanding of what the client says and to show the buyer to have implemented its requirements. This type of question is reformulated with different words, more clearly or more concisely, the concept expressed by the customer. Clarifying questions also allow you to follow in improving the customer rapport. A good question can be enlightening: “If I understand correctly, you mean ….”
Generally are used for clarifying questions:

  • Express the concept in your own words and get approval from the other person
  • Clarify certain definitions used in the interview
  • Clarify what you mean the other person with words like “never” or “always”
Applications for Development

Applications for development encourage the person to process what he just said or stated. Such questions are usually placed immediately after a question of clarification. In fact, after having obtained confirmation that you understand the customer needs, through the use of a new application, you can make some marginal elements to offer customers a different point of view. Generally, applications for development are used for:

  • Far develop what has been said
  • Get More Info
  • Begin to steal any customer feedback regarding our proposal
Directional Questions

Used as an alternative to applications development, applications directional damage to our conversation in the right direction. Once you have identified the needs and desires of the buyer these types of questions help us to channel the discourse in a particular direction. It ‘s important not to use the directional questions to try to manipulate or control your partner, because this kind of attitude could undermine the rapport (a situation of mutual trust) has arisen and reduce the chances of closing the sale.
Generally, directional questions are used to:

  • Move the box into a new perspective
  • Invite the other person to participate in an exchange of information
  • Remedy a closed question made earlier
Applications for Review

Requests for review require open and frank opinion.

Such questions are extremely useful because it ensures that the customer is following the speech, also asking for an opinion from the person you show interest, appreciation and respect for others’ opinions. With   these questions and reinforces the feeling you can carry on a conversation. Applications for review are generally used for:

  • The views of the customer
  • Show appreciation and respect for his ideas
  • Sharing ideas and feelings
  • Extend the dialogue
Asked who report to third parties

With this type of question refers to a situation similar to that of our potential customer. In practice, it refers to the client that his situation is similar to that of a third person with whom we worked. The introduction of a third person in our speech will bring the party to a favorable response. Although completely irrelevant in the speech dealt with, this third person will be acknowledged by our client as a “reference” for our business.
The report claims that a third party is generally used for:

  • Introducing a third person in the speech
  • Validate the reasons given by the interlocutor
  • Increasing the confidence of the interlocutor to us
  • Show face and the solutions to the problems discussed

The ‘intelligent use of questions encourages the other person to open up, to talk with you and to show the real feelings about the subject in question. Only through dialogue will have the chance to establish a rapport and build a solid business relationship with your client?