有效提问的常用方法

有效提问的常用方法

一：请教式提问

利用人性的趋向性，充分抬高客户的价值，让客户心甘情愿的充分回答你的问题。

此提问方式在开发客户（CSNPSS-1）&接触跟进（CSNPSS-3）阶段使用较多。

案例：

Hello Lisa

Glad to tell you that we just came out with some fancy heart designs. I would like to share them with you for the first time. Please check some of them attached.

As I know that you have a good eye in colors, can you tell me which design is the best in color combinations?

I also would like to know which one you would like to put on your shirts and can you tell me your reason? Your choice must be representative; I think other pretty girls like you will love it, too.

二：引导式提问

学会借力打力，先通过陈述一个事实，然后再根据这个事实发问，让客户给出相应的信息。即通过对客户的不断引导，发现其需求。

此提问方式在发掘事实与感受（CSNPSS-4）& 分析需求（CSNPSS-5）阶段使用较多。

案例：

Since all of your logos are designed by your own designers, copyright is very important for your company. Did you find your own designs on someone else’s website in the past? You won’t worry about it anymore if you work with CSTOWN. We are a company with great reputation in protecting customers’ privacy. For your custom designs, we will add watermark on them to avoid misapplying. Or we can sign a confidential agreement with you if you like.

三：限制式提问

主动为客户做主，提出的问题明确而具体并且把答案限制在一个很窄的范围，不给客户过多选择的余地，从而更有利于我们的选择。

此提问方式在促成（CSNPSS-8）& 订单服务（CSNPSS-9）阶段使用较多。

案例1：

Hello John

Thanks for talking with Jerry in our Las Vegas office. I will be your sales rep. in CSTOWN from now on..

Do you want us to send you some samples for testing?

Or you’d rather place some stock designs as your trial order now?

案例2：

Hi Julie

Glad to hear that you are pleased with the Xman logo. I think you are ready to go ahead now. How many pcs do you want? 50 pcs MOQ or 200 pcs as you mentioned last time? I will give you 5% off if you can order 200 pcs.

四：建议式提问

表面上看是一种商讨性，其实，也是一种引导客户向自己有利方向去思考问题，进而了解客户真实信息，探求客户的真实反映，而且还能坚定客户的购买信心。

此提问方式在销售流程各阶段均有用到。

案例1：

Since it’s a new material, how about placing a sample order for test, and then move on with the large order if everything goes well? How about you?

案例2：

Just confirmed with our manager in factory, we are pretty busy this week. In order to make sure you get the transfers in hands before next weekend, we’d better confirm this order no later than this Friday. What do you think?

五：探求式提问

采用6W2H的原则，用他们向客户了解一些基本的事实与情况。但一定要把握语言语气的运用，最好结合请教式提问的方法一起用。

此提问方式在开发客户（CSNPSS-1）&接触跟进（CSNPSS-3）沟通开始时使用较多,用法大多同请教式提问。

Can I ask you some questions please?

May I consult with you on this issue please?

May I get your valuable feedback on the following questions?

六：肯定式提问

采用肯定型的语气，帮助客户做出正面的回答，按照我们的指引方向做出回答。

此提问方式在销售流程各阶段均有用到.用法大多同建议式提问。

案例1：

I totally agree that price is important. But quality and service are also very important, yes?

案例2：

You want to work with a company which has its own factory in China to save on cost, and has office in US for local service, am I right?