How to tap customer demand?

For salespeople, customers often want salespeople to guide and dig, but how should they guide and dig? What can I do to track good sales? Let me tell you a story, maybe you will have a certain understanding.

Classic case: An old lady goes to the vegetable market to buy vegetables and fruits every day. One morning, she came to the vegetable market with a basket. Meet the first vendor, the fruit seller, and ask: Do you want to buy some fruit?

What fruit did the old lady say you had?

The vendor said, I have plums, peaches, apples and bananas here. Which one do you want to buy?

The old lady said I was going to buy plums.

The vendor quickly introduced me to this plum, which is red and sweet, big and delicious.

The old lady looked at it carefully, and it really happened.

But the old lady shook her head and left without buying it.

The old lady continued to walk around the vegetable market. Met the second seller. The vendor, like the first one, asked the old lady what fruit to buy.

The old lady said to buy plums.

The vendor then asked, I have many plums here, big ones, small ones, sour ones and sweet ones. What kind do you want?

The old lady said to buy sour plums, and the stall owner said that my pile of plums was particularly sour. Would you like to have a try? The old lady took a bite and it was really sour. Her mouth was full of sour water.

The old lady can't stand it, but the more sour she is, the happier she is. She bought a catty of plums at once.

But the old lady didn't go home and continued to walk around the market. When I met the third vendor, I also asked the old lady what to buy. (exploring basic needs)

The old lady said to buy plums.

The peddler then asks you what plums to buy.

The old lady said to buy sour plums. But he was curious,

Then he asked, why do you want sour plums when everyone else buys sweet and big plums?

The old lady said that my daughter-in-law was pregnant and wanted to eat sour food.

The vendor immediately said, old lady, you are so kind to your daughter-in-law! Daughter-in-law wants to eat sour food, which means that she wants to give birth to your grandson, so you can buy her sour plums every day, and maybe give you a big fat boy!

The old lady was very happy to hear that.

The stall owner asked again, do you know what nutrition this pregnant woman needs most?

The old lady doesn't know science, so she says she doesn't know.

The stall owner said that in fact, pregnant women need vitamins most because she needs to supply vitamins to this fetus. Therefore, it is not enough to eat acid alone, but also to supplement vitamins.

He then asked, do you know what fruit contains the most vitamins?

The old lady doesn't know yet.

The stall owner said that kiwifruit is the most abundant in vitamins, so you should always buy kiwifruit for your daughter-in-law! In this case, you make sure that your daughter-in-law gives birth to a beautiful and healthy baby.

The old lady was so happy that she immediately bought a catty of kiwifruit.

When the old lady was leaving, the stall owner said that I set up a stall here every day, and the fruits I bought every day were the freshest. I can give you a discount next time I come to buy it.

Since then, the old lady has bought fruit from him every day.

Steps/Methods In this story, we can see:

The first peddler was eager to sell his products, and didn't dig up the needs of customers at all, thinking that his products were numerous and complete, but he didn't sell anything. The second supplier is smarter than the first supplier in two ways. First, his first question is better than that of the first manufacturer, which is the promotion. Second, when he tapped the basic needs of customers, he did not recommend goods immediately, but further tapped the needs of customers. When the customer's needs are clear, he will recommend the corresponding products and naturally succeed. The third supplier is a sales expert. His sales process is very professional. He first explores the deep-seated needs of customers, then stimulates their desire to solve their needs, and finally recommends products suitable for their needs.

His sales process is mainly divided into six steps:

The first step: explore the basic needs of customers;

Step 2: Dig the reasons behind the demand by asking in-depth questions;

The third step: stimulate customer demand;

Step 4: Guide customers to solve problems;

Step 5: Throw out the solution;