STEP #7 ASKING A TRIAL CLOSE QUESTION: 価格交渉に入る必要があるか？
クロージングの前の営業ステップまででミスをしていないことの確認
Asking a trial close question is to confirm the salesman did not make a mistake in any of the previous steps in the selling process.
質問の準備。どのような質問が有効か？
They are questions like, "If we can get this vehicle into your budget, how would you like to own it?” or "When do you want to take delivery?" If there is any negative response, there is a reason, and the salesman must find out what it is.
営業がうまくいかない可能性は？
If the salesman did not make a good first impression in the meeting and greeting, more than likely the customer is not telling him his situation or giving him enough information. In the worst case, the customer is not telling the salesman the exact truth. In that case, the salesman should introduce the customer to his manager and get out of the relationship.
Possibly the salesman did not qualify the customer correctly. Maybe the customer can’t afford a new vehicle. Possibly he can only afford a used one or to repair his current one.
Possibly the salesman does not have enough product knowledge and selected the wrong vehicle. Or, he selected the product the salesman wants to sell but is not what the customer wants to buy.
Possibly the salesman gave a poor vehicle presentation, and the customer does not know what he is buying.
Maybe the customer does not have much confidence in the product and needs a demonstration ride.
価格交渉に入るべきか否か？相手に買う気があるか否かの見極めが必要。価格情報だけを利用されないように注意すべし。
This is the best time to find out if you’re on the right track. You do not want to start negotiating price of a product the customer doesn’t need or want.
クロージングの前の営業ステップまででミスをしていないことの確認
Asking a trial close question is to confirm the salesman did not make a mistake in any of the previous steps in the selling process.
質問の準備。どのような質問が有効か？
They are questions like, "If we can get this vehicle into your budget, how would you like to own it?” or "When do you want to take delivery?" If there is any negative response, there is a reason, and the salesman must find out what it is.
営業がうまくいかない可能性は？
If the salesman did not make a good first impression in the meeting and greeting, more than likely the customer is not telling him his situation or giving him enough information. In the worst case, the customer is not telling the salesman the exact truth. In that case, the salesman should introduce the customer to his manager and get out of the relationship.
Possibly the salesman did not qualify the customer correctly. Maybe the customer can’t afford a new vehicle. Possibly he can only afford a used one or to repair his current one.
Possibly the salesman does not have enough product knowledge and selected the wrong vehicle. Or, he selected the product the salesman wants to sell but is not what the customer wants to buy.
Possibly the salesman gave a poor vehicle presentation, and the customer does not know what he is buying.
Maybe the customer does not have much confidence in the product and needs a demonstration ride.
価格交渉に入るべきか否か？相手に買う気があるか否かの見極めが必要。価格情報だけを利用されないように注意すべし。
This is the best time to find out if you’re on the right track. You do not want to start negotiating price of a product the customer doesn’t need or want.
