Cold Call--问问题，问好问题！

基于对于最近学习到的一些零星知识的碎片整理，深刻体会到学习到系统的理论知识是一个方面，真正落地到自己的产品/行业，并且能够切入要点才是最重要的，否则只能飘在空中，看着很美，无法拥有。

最近学习中，我觉得有一个点非常有意思，而且落实好的话，会对工作非常有助益。思路如下：

发现问题（创造问题）-->扩大问题-->告知解决问题的大概思路-->证明有解决问题的能力-->再次扩大问题-->重复上述循环-->逼单

这个循环的最起始点就是发现问题，如何做到发现问题，我觉得应该是先从问问题开始入手。针对我们的行业，个人觉得可以从封闭式问题中查看客户的反应。

第一个问题：Do you have Chinese supplier for XXX product? （这是一个封闭式的问题，客户只能回答Yes or No， 不管回答yes or no, 都可以作为进一步沟通的理由。不过想了想，这个问题好像更适合用于及时通话场景中。）

其余问题我是从价格、技术支持、交期、品质、服务等几个方面来思考的。 

价格：

1. Do you have the issue that getting low intial price, but was charged later after PO released and part drawing sent?

2. Do you have the issue that supplier's offer not include some items(eg. trial material cost, sample delivery cost etc.), and charge to you later?

3. Do you have the problem in taking time in calculating transporant cost to offer a bidding, just becaue of the supplier is not willing to offer CIF, DAP or DDU price?

4. Are you sometimes in the trouble of small needs ignored, and cause you trouble in whole budget calculating? Such as. Very small batch production, additional spare parts purchasing, accessory part sourcing.  

5. Have you been in trouble when facing end-customer not paying additional engineering change? Do you want a pain-sharing supplier at this time? 

技术支持：

1. Have you headache for supplier's ignorance to parts' defects when offering intial price?

2. Have you been anxious when prospect projects comes, but supplier refuse to provide technical support? 

3. Have you been helpless before when a technical question cannot be understood for a week?

交期

1. Do your supplier delivery their samples timely as they promised every time? 

2. Does the design work could be submitted as 5 days they said?

3. Are you in trouble of pushing by customer because of the long engineering correction scheudle in supplier's side? 

品质

1. Do your product have big problems before?

2. Have you checked that XXXX runs before shipping?

3. Are you in problem that samples provided by supplier and production in your site is different? 

4. Do you supplier prepared enough spare parts together with the shipping?

服务

1. Can the sales representative & project engineer can understand your idea/issues well on technical question?

2. Have you in situation that lost with sales/project engineer when important issues comes/urgent help needed?

3. Are you in trouble of getting a QC report after two weeks later you required?

以上都是封闭式的问题，正常思维在即时通讯情况下都是会回复的。 放在邮件当中，如果沟通到一定程度的时候，或者表述再柔和一些，一般客户也是会酌情回复的。 因为问题点都是我自己总结一些痛点，即时客户不回复，相信也会引起他的反思，同时也可以侧面印证，你在这个行业是专业的，对所有流程非常熟悉。

以上是自己整理的对本行业的一些思考，希望能够给其他行业的伙伴提供一些思考。 @阿拉蕾小编  码字不易，原创不易，可以进cold call的专题吗？