Asking questions is a good way to obtain intelligence. By asking questions, you can draw a mind map.
1. Ask the customer about the purchase plan
For example, you can ask the customer in which month the purchase plan will be carried out, whether there is a purchase plan this month, how many months of inventory is generally maintained, etc. Through the customer’s answer, you can judge whether the customer will place an urgent order, how often the customer places orders, when the replenishment is needed, etc.
2. What the customer values most
Some customers are sensitive to price and always emphasize price, so it can be judged that only price can impress him. Some customers value delivery time. When the price and quality are not much different, customers will choose suppliers with fast production speed or inventory. Some customers emphasize high quality, but many customers will also exaggerate. If the price is high, they are embarrassed to say that they can’t afford it, so they start to perfunctory. Then you can recommend mid-range quality products to them, indicating that this quality and price meet their needs, and the quality can fully meet market requirements. During the customer visit and communication with the customer, you should observe what problems the customer is entangled in, so that you can respond to the points that the customer cares about.
3. Which competitors did the customer visit?
You can judge which competitors they visited from the information in the customer’s hands, such as catalogs, company brochures, etc. You can also ask the customer what they are most satisfied with other suppliers, whether it is product quality, after-sales service, or delivery time.
4. Find out who the decision maker of the customer’s company is
You can find out who the decision maker of the customer’s company is by asking questions, such as saying to the customer: “Assuming that the deal can be made under this condition, can you make the final decision to sign the contract?” If the other party says that he cannot make the final decision and needs to discuss it with the partner or boss, then this person is not the decision maker. You can also find out whether he has the decision-making power by flattering the other party, such as saying to the customer: “The company sent you to China alone, and the boss must appreciate you very much. Let you be solely responsible for China’s procurement affairs and have absolute trust in you.” You can basically judge based on the other party’s reaction.
5. Ask about the customer’s concerns and doubts
In order to dispel the customer’s concerns and doubts before placing an order, you can tell the customer that if he has any questions and concerns, you can answer them on the spot. If he has a problem that he cannot decide now, you can suggest that he call or contact the boss to make a decision.
During the reception process, you can ask the customer how likely the cooperation is to succeed. If the customer is indifferent or says that he still needs to compare and consider, you should ask what the customer is dissatisfied with and ask how likely the cooperation is if these problems are improved.
6. Ask the customer about his understanding of the product
You can use questions to find out whether the visiting customer has sufficient understanding of the product and the industry.
For example, ask the customer whether he has used products made in China before. Ask the customer some professional and technical questions to see if the customer is professional in technology. If the customer is not professional, then it is easier to accept the sales advice and guidance. The salesperson can tell the customer the advantages of the product, such as saving money, saving manpower, and stable operation; if the customer is a professional, he will prefer to communicate with professional salespersons.
You can also ask the customer whether there are similar product manufacturers in their country and why the customer comes to China to purchase. Is it easy to find accessories locally? If not, you can suggest buying more accessories for matching sales.
You can also ask the customer where the product will go after purchasing it, whether it will be used by the customer himself or sold to other end customers. If the customer uses it himself, he will pay more attention to quality and stability; if it is sold to end customers, the customer will pay more attention to price and after-sales service, because he does not want to cause trouble to him by selling the product. Although price is important, the flow of products will affect the customer’s purchasing decision, and the focus of negotiation during reception should also be different.
7. Ask about the customer’s work experience and future plans
Foreign customers have a strong belief and sense of honor in their own profession. For example, you can ask the customer when he entered the industry, what special experiences he has, what special feelings he has, whether he has encountered a liar or a caring salesperson, etc. If the customer shares his work experience and stories with you, it will narrow the emotional distance between you and the customer.
You can also ask the customer about his future plans in order to understand the development prospects of the customer’s company. If the customer’s company is a rapidly developing company, then growing with it will also be profitable in the future.
8. Understand the customer’s family situation, hobbies, and personality
By asking customers for some personal information, you can expand the topics of conversation when receiving customers, such as love, marriage, parenting, health care, etc., to create a more relaxed negotiation atmosphere, because talking about products, technology, prices, and contracts all the time will make the atmosphere very serious. In a relaxed atmosphere, many questions are easy to ask, and orders are also easy to be finalized in a relaxed atmosphere.