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22121683 2007 年 09 月 12 日 00:48 Reading (loading. ..) Comments (4) Category: Marketing
; when the sales staff to sell goods to customers when the customers in nine out of ten customers would find fault goods, accusing commodity prices too high. This behavior is nothing less than
based on the following four reasons: First, that their very eyes, and prove their knowledge and wisdom; Second, find a pretext for demanding reduction; Third, because too expensive as a reason not to buy; fourth is the product itself does have concerns.
as long as the sales staff to understand these reasons, appropriate treatment for the customer behavior can cope with the chapter.
one price regardless of the face of honest argument
customers, sales staff in the initial stages of the customer explained to challenge the price of justice, reality said the
example:
Customer: Salesman: cn 300 quoted above it? Because we are small profits, the only hope is to introduce a friend after your purchase to our shop to sell computers, really, too much competition now, the price is too transparent, and must rely on you to help us introduce some source.
Customer: information to engage in activities likely to promote Beijing's Zhongguancun price, this price we purchase are not into it? really, we can make a computer 100, as well as water, electricity, labor, rent, transportation, services, and tax miscellaneous overhead.
salesman: help, this is my business card, make friends. environment to discuss trade, but also allow customers to feel this is not just a consumer, but know a friend, a friend of the value of the infinite ah, so that the customer is difficult to talk about the opening price.
Second, the advantage of highlighting the law
salesperson in the sales process, to enable the customer to accept the price, it should be clear that the biggest advantage of the product, and for this evidence or the merits of that The advantages of an impact on a single customer decides to purchase the biggest factor, which is the salesperson in the sales process one of the most common magic.
example: a BenQ projector sales agents and our staff in a procurement negotiations, is to seize our time in the organization of conferences lumens of brightness of the projector requires a certain high but also very portable, and the purchase price of the product will not be put into consideration too low nor too high, concentrating on a MP725 models are introduced, and immediately come up with a reasonable price, resulting in the change process proposed standard We had intended to buy MP615 plan, one stroke win in the proposed standard.
This shows that salespeople in the sales process, to allow customers to accept your price, be sure to seize on this product the customer needs and interests of the major points to prove that the biggest advantage of the product , so that customers feel is worth the money spent to eliminate customer objections,
timberland boots, rather than a customer about the high price, immediately switch to the other models described above, eager to find out the customer can accept the product or price. Which is why many people one by one salesperson in the product introduction is completed, the reason the customer is gone.
Third, the interests of customers as the face of a total of Law
price is difficult to readily make a decision, like many salespeople urging the side or only emphasizes more free gifts or swear to emphasize their low prices. Little do they know the threat is urging customers buying, too much emphasis on material gifts that are worth,
mens timberland boots, is sworn to hide his guilty conscience, these are not fully abandon the customer the best way to price objections, often also cause the customer's reverse psychology. So shopping guide to persuade customers to reduce prices of friends to stand in the position to consider the interests of customers. Stressed the value of the product itself and interests of customers, and to lower the price for the secondary. Elaborated in the interests of both, be sure to let customers know: I am not just to sell the Products and elaborated interests,
timberland boots sale, but standing in the customer point of view, to help customers choose products.
example:
a notebook computer sales staff in the customer because of price, hovering between the two machines when, standing by the customer point of view say.
long; also this function with combo recorder that can burn your own heart to save the file. If I were you, I would choose this product, although the price a little high, taking into account the future use, or This model can help you more, will you reduce a lot of trouble. things, and negotiate prices with customers when out of the corresponding strategies, show sufficient evidence to give good reasons for customers to believe that value for money or value for money.
such as:
1. Show the product quality and value. As far as possible for customers to Add relevant interests. Most customers are willing to bring the quality of stakeholders to pay more.
3. Stressed that the company has trained service team and will bring customers to explain their values and interests.
4. Some more than he wanted to provide customers with additional services, and to achieve all its commitments. The more services you provide, the more embarrassed to emphasize the customer price.
five,
womens timberland boots, self-confidence Goods Act
salesperson must master the real charm of the company, products, and the charm of the charm of products and services, with full confidence as a backup and believes the company's products, the price is reasonable value for money or value for money, so much convincing to make the price increase.
such as: Siemens home appliances salesman Wang, get Wang commonly known nickname, because as long as customers come to buy or ask product, it began to relish his customer brainwash projects, from corporate culture to the product performance to the after-sales service, as long as customers are willing to listen,
timberland uk, he can very confident, passionate desire of the customers that his product is the price to be reasonable.
a salesperson if their products do not have confidence, then the price is simply no way to grasp, unable to convince the customer the price is reasonable.
Sixth, the law of evidence collected and sorted out
extensive collection of products at reasonable prices to prove the evidence and information to prove a constructive view to the customer the price is reasonable. Customers complained about the high price of how psychological thinking? They are considered Purchasing Guide keen to persuade the customer, not only to prove the quality is better, and that
1. Provide evidence of other customers and products purchased by word of mouth. When customers see the validation of others, usually willing to not care about such quality and high price for so little
2. The customers satisfied with the product fitted to a table or the questionnaire was printed in book form, out to the customer, and explain how you serve them.
3. Out the company's reputation, related technology, equipment, and scientific research projects and patents certificate certificate.
4. That the real interest of the customer points. Customers know you care about his interests, the price will not be trading in the major problem.
seven to retreat into the law
When the customer to your product or service on grounds of insufficient somewhere, asking you to make concessions on price, you other views can be sure that the substantive content of Africa, to resonate with customers in the opportunity to express their own advantage of the opportunity of a different view.
such as: As you said, our products really are not high profile, it is because we do not have to spend too much made in advertising, most of our funds are spent on R & D , the technical updating, after all, the real business reputation on product quality is recognized by customers, the appreciation of technology. Now the quality of our products and technologies are walking in the forefront of the industry. You see, this is our series of honor was awarded the certificate.
eight, circuitous
salesperson compensation method in actual sales, and some will encounter when relying on product quality, interest points, brand influence, after-sales service and other areas, or transfer the customer can not be pursued on prices,
timberland boots uk, this time salesperson will not overreach, through other means to compensate the customer to meet the interests of psychology.
such as: the price is the bottom line is, we really can not go further, so be it, I will give you give you a piece of the phone's original panels, do you think of it How?
nine, to borrow the face of external law
Seller and hold those who dwell on the price of the wearer's customers, mostly both love and hate. Love, because they are products of the target customers; hate, because they required the price is too serious, difficult to pass. Faced with such customers, the smart salesman like the leadership or with the help of competent, more difficult to price such a transfer to the leadership, or play double reed and leadership, so that customers feel the price to fall, is not easy. Allow customers to take a psychological guilt or gratitude.
ten, after the first tightening loose Law
salesperson identified the customers desire to buy, the face of the requirements of the customer keep the prices down, first to in a firm voice, calmly explain to the customer the reason is not price, and then gradually change the attitude of the customer counter-offer strategy.
Case:
Location: Hefei Walking Street Dixon pass cell phone store
Customer: > Salesman: , If so, it is easy to affect our brand and our stores are in the eyes of your position. boss can tell if I really buy sell me 2,600 yuan, the same brand, same model (Nokia N72), 500 yuan more expensive but you do? In fact, to buy things we are wanting to buy a reassuring, comfortable, think about your heart, the mobile phone market where unscrupulous individuals can not rule out the owner of the renovation of the old machine or parallel to Kengpian consumers, harm the brand image of the manufacturers, for their own personal gain . You have so much to the identity of persons who are willing to buy mobile phones in the kind of place you? chain of appliance stores. Yuan you? than they are cheaper, but I do not know the sales staff there can tell you this clear? ; Salesman: > Finally, where shopping guide to secure from the leadership of 50 cases cheaper for customers to happily deal.
In this example, we see that salespeople start to seize the brand and reputation and gifts of stores to make a fuss and insist the price not lower the other side feel the sincerity of shopping guide and worthy of trust, and then using the power of leadership cheaper by 50 yuan, to the customer and the reason for a purchase level.
In short, the sales staff in the sales of actual combat, according to the requirements of the customer tightness of the price and the price of the customer facing attitude and flexibility to adjust their approach to solve the customer price objections and strive to do to do more with less.
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