Understand the root causes of customer concerns

In the process of sales promotion, it is normal for customers to raise concerns, and concerns are often a signal of customers' interest. But unfortunately, when customers put forward concerns, many salesmen often do not first identify concerns, but directly enter into the state of resolving concerns, which can easily cause customers' distrust. The wrong way to resolve concerns not only does not help to promote sales, but may lead to new concerns, and even become an important factor of marketing failure.

For example, when the customer asks "how about your after-sales service", it means that the problem is raised by the customer after careful consideration and is the result of rational thinking. At this time, in order to resolve the concerns of customers, it is necessary for the salesman to understand the customers' inner thoughts clearly, and promote their decision-making.

At this time, we might as well ask the question: "what aspects of after-sales service do you mean?" Give customers the feeling of being respected, at the same time help customers find the crux of the problem, and then use their own professional knowledge to easily resolve customer concerns and achieve the success of marketing.

It's even more important to understand the customer's concerns correctly than to provide the right solutions. At least, questions about customers' concerns express their concern and respect for customers. Only when salesmen fully understand the root causes of customers' concerns and fundamentally solve the problem, can they conclude a deal smoothly.