Customers always say expensive? Sales masters do this, and customers pay immediately!
The most common problem that salespeople face with customers is the transaction price. Every time I feel that this business has been secured, but once it comes to the issue of transaction price, cooperation will become impossible. Many salespeople are at a loss for this. After all, we also consider the price factor when we buy something. When we think carefully and think that the product is worth the price, we are willing to pay.
Customers always say expensive? Sales masters do this, and customers pay immediately!
"Worth" and "not worth" are directly reflected in the price. How to make customers feel that they are "worth"?
How not to be troubled by the "price" problem?
Price negotiation is a university question, and shopping guides encounter it every day. To deal with price negotiation problems, you need to pay attention to the following aspects:
- Don’t be intimidated by your customers’ buying habits
As the saying goes, "buyers are not good sellers", customers do not know the cost and technology included in the product price, so they will cut the price greatly in order not to suffer losses. This has become the habit of consumers. The sales staff must not lose patience because of the "unreasonableness" of the customer. You need to explain to the customer patiently and let him see your sincerity.
Customers always say expensive? Sales masters do this, and customers pay immediately!
- Don’t complain about customers bargaining at random
Some shopping guides will complain when they hear customers bargaining at random. In fact, consumers do not know the bottom line of price and cost of products. Those who don’t know do not blame it. It is not the fault of consumers for casually bargaining. Just like when we buy goods ourselves, don’t we also hope that the lower the price, the better. At this time, the sales staff must be gentle and gentle, patiently explain the value of our products to customers, let customers know that our products are worth the price, and customers will not suffer from buying our products.
Customers always say expensive? Sales masters do this, and customers pay immediately!
- Improve price response capability and enhance price confidence
Price response ability is an important ability that shopping guides should have. The shopping guide should know the value corresponding to the product price, understand the selling point, advantage and differentiation of the product, and have confidence in the product price. Price confidence comes from three comparisons:
The first is to compare with the product cost; the second is to compare with the products of the same industry; the third is to compare the hardware, software, service attitude and product quality.
When we know the value of our products, we will not be afraid to face the situation of bargaining with customers. We can also explain to customers the quality of our products with reason.
Customers always say expensive? Sales masters do this, and customers pay immediately!
How to make customers feel "worth it"?
Hearing is false, seeing is believing, and it seems that the value is the real value. Customers trust their eyes the most, so in order to sell a product at a good price, it must make customers feel "value".
- Make the product look "value"
Salespeople must pay attention to the packaging of their products. Too shabby packaging may make customers lose interest in continuing to look at products. At the same time, salespeople should also prepare data about the company and products in advance. The evidence of these materials can be more convincing than our own words.
Customers always say expensive? Sales masters do this, and customers pay immediately!
- Make yourself look "valued"
Making yourself appear "valued" includes two aspects:
The first is that we have a good mental outlook; the second is that we have a high degree of specialization.
For specialization, the form is more important than the content. Customers will judge whether the shopping guide is professional or not based on appearance, clothing, props, speaking skills, smile and other aspects.
Customers always say expensive? Sales masters do this, and customers pay immediately!
- Make props look “valued”
Shopping guides should learn to use props for marketing, that is, to use corresponding props to set off and prove the value of the product. Props include product brochures, customer comments and commendation letters. This is similar to the first item we talked about. These "evidences" will make our products instantly add points in the eyes of customers.
Customers always say expensive? Sales masters do this, and customers pay immediately!
- Make words sound like "value"
Language is an art, and a person who can speak can be said to have an open life. As a salesperson, you need to know when to say something. Different customers, different scenarios, and different communication content should correspond to different words. A successful salesperson can handle these situations correctly. Your professionalism will make customers trust you, and your thoughtfulness will make customers like you.
Customers always say expensive? Sales masters do this, and customers pay immediately!
How to resolve five types of price objections?
Category 1: Recognize the product, but feel the price is too high
Some customers recognize the product and want to buy it, but insist that the price is too high. In fact, in essence, the "expensiveness" of a product is the question of "whether it is worth it". Therefore, when encountering such objections, the shopping guide should carry out value shaping, so that customers feel that the product has a selling point.
If the value shaping has been carried out, the customer still feels that the price of the product is high, and the shopping guide can consider giving customers some small gifts or other services.
Customers always say expensive? Sales masters do this, and customers pay immediately!
Category 2: Picky products, comparing with other products
If a customer is always picky about products, it means that he is analytical and likes to shop around. Shopping guides should present facts, reason, and cite data to fully communicate with customers at this time. And be clear about the value of our products, as well as explain the advantages of our products over competitors.
When customers compare products with other brands, the shopping guide should prove our value, but not belittle other brands, but should find out the differences of products, and emphasize and amplify the differences.
Customers always say expensive? Sales masters do this, and customers pay immediately!
Category 3: Bargaining is tangled
When customers are always entangled in price issues, shopping guides must let customers understand that the bottom line of product prices can no longer be lowered, and they must also take care of customers' emotions. As a salesperson, they cannot lose patience in front of customers, no matter how difficult it is. Clients who are entangled should maintain their self-cultivation and deal with all situations rationally.
Customers always say expensive? Sales masters do this, and customers pay immediately!
Category 4: Requiring price reduction on the condition of old customers
Some customers demanded further price reductions on the condition of old customers.
Stores often offer large discounts to old customers. If old customers still ask for price reductions, shopping guides can provide customers with some services within the scope of their personal abilities, and put forward other corresponding conditions, such as introducing other customers. This is called bundled sales. .
Customers always say expensive? Sales masters do this, and customers pay immediately!
Category 5: Attempts to drop giveaways to lower prices
Some customers would rather give up the gift and lower the price. At this time, the shopping guide must not compromise, because once the price is lowered, it will cause the old customers to not be treated fairly. Such customers may ask you to lower the price in this way next time. There is no bottom line to the behavior.
Shopping guides should let customers understand that choosing gifts is more advantageous than lowering prices, because gifts can only be obtained by specific groups, so that customers can feel their particularity and satisfy their vanity.