Why did McKay have 66 questions? McKay is well versed in the art of networking. In fact, each of the above questions may stimulate sales. The explanation is as follows:
A detailed understanding of the customer’s own situation provides favorable information guarantee for respecting, contacting and caring for customers.
Fully tap the customer’s educational background. First, the company can establish a closer relationship with the customer through a third party that they know each other and use the relationship with the third party to build a sense of trust and security; second, the third party may help us persuade customers to take action at a critical moment.
Understanding the customer’s family situation may bring surprises and extra help to the customer at any time, or deepen the relationship with other family members, which will also affect the customer’s trust and evaluation of the company or salesperson.
Understanding the customer’s work background makes it easier to understand the customer’s wishes, do something for the customer to the best of your ability, or gain common acquaintances and deepen contact.
Understanding the customer’s special interests, so that you can also strengthen your understanding in this area, deepen communication with the customer, and establish a better personal relationship.
Understanding the customer’s living habits makes it easier to respect the customer’s habits and cater to his preferences.
Understanding the client’s personality, values, etc. is also to facilitate respecting the client, or understanding the client’s way of thinking, so as to correctly understand the client’s concerns or needs.
Let’s take a look at how McKay himself interprets these questions:
“In our company, the secretary’s job also includes reading local news and major newspapers. Any news about our top 20 largest clients must be read by anyone in the company who is related to this client.
The value of this information is not only to help salesmen. We know that the turnover of salesmen in any industry is very large. These materials can prevent them from taking away clients when they leave, and can also allow the successor to enter the work state in time without starting from scratch, because they are all written on paper.
These 66 questions can also help salesmen and supervisors discuss this client at the same time. There are two things that need to be specially reminded: the world is changing rapidly, so these 66 questions need to be revised at any time, and because these 66 questions usually involve the privacy of customers, security and confidentiality must be considered when storing them. There are only a certain number of copies of each document, and photocopies cannot be flying all over the place.