When you get yourself involved in a relationship with a customer, you must use good questioning techniques to identify their need.
Good questioning should not include yes or answers, it required detailed answers that consist of information and draw out the customer. However, be careful so that you don’t stock the customers with questions.
the quality of the relationship with the customer is determined by the quality of the questions the salesperson is asking them, therefore, the sales person controls and directs the conversation in order to know the customer's need.
You must be careful so that you won’t bombard the customer with questions, these listed below can be engaged while interacting with the customers.
avoid speaking too fast while speaking with the customers
outline your questions clearly in a well understood language
You must apply good listening skills
While talking, pause frequently so that the customer will have some time to respond
Once you feel you have all the information and you understand them all, you should then rewrite the points of the customer to ensure that you understood the points clearly.
When you have the customer's confirmation that you understand their needs, you are now able to present the kinds of product or services that you feel will best fit or that will be suitable for their needs. It is advisable to provide the customers with the options that best suit their needs and offering choices that will best suit their need can bane regarded to as positive marketing or selling.
this means that offfering postive charges will promote sales while the customer's basic need will be satisfied no matter which choice is made.