The customer asked, "Can it be cheaper?", 90% of the sales consultants answered wrong?

The customer asked, "Can it be cheaper?", 90% of the sales consultants answered wrong?

Many shopping guide, the customer entered the first sentence he said wrong!

General Guide to see customers the first sentence is: Hello, welcome! "In fact, this sentence is wrong!"

The second sentence says the wrong person more!

"What would you like to order?" "--wrong

"Is there anything I can do for you?" "--wrong

"Sir, please take a look!" "--wrong

"What price would you like to see?" "--wrong

"Can you spare me a few minutes?" "--wrong

"What can I do for you?" "--wrong

"If you like, you can have a look!" "--wrong

This is a few common statements, but it is wrong to start you are wrong, as the saying goes: "Good start is half the success", then the wrong start is half of the failure.

We can think about how the customers will answer you when they hear these words.

Basically a word can take you, that is: "OK, I casually look!" ”

What do you think? Listen, be familiar with it!

How are you going to answer the words? Many shopping guide said: "OK, you see first, have what need can call me at any time." ”

Then the customer looked around and went out! Want to see him do not know what year or months to meet again!

If this sale does not arise in your place, it is produced in someone else's house, then you lose a chance to make money.

The reality is so cruel!

So a good opening is to leave the customer the first condition!

Choose your opening and let your customers stay

The first sentence

The general first sentence says so: "Hello, Welcome to visit (plus some brand)!" "Put your brand out, because the customer may be wandering in the mall, there may be a lot of roadside shops, he just came in to see, may not know your home brand, when you want to tell customers, your home brand!"

Another reason is that you have to be in front of the customer, in his ear to do the advertisement, this advertising effect than on TV, the effect of the plane is much better, because you really tell him! He may not buy it today, but when he wants to buy it, there is a faint voice ringing in his ear! I'll think of you.

Second sentence

　　The second sentence, to attract customers, let him stay down!

How can you attract him? That's to give him a reason to stay!

The girl marries the boy, also must have a reason, even if this reason is very far-fetched!

"Marry Me!" I'll give you 20 million! "That's a reason!"

　　The second sentence generally says this:

The first saying: "This is our new style!" "People like to look at new things, like Thumbelina!" This is human nature, but this new does not stand out, then we use the image of the way to highlight the new, because now say the new counters too much!

How to highlight the new style, this later when it comes to the composition of the time to say more!

The second saying: "We are doing XXX activities here!" "Use activities to attract customers, but do not say:" We are engaged in activities here! "Because now every family is engaged in activities, engage in too much activity!" The customer is numb! This will require us to say something about the event: "We are buying enough for 3,000 to go to the Maldives!" "So the customer is interested!" will pay attention to listen to your words!

The third argument: uniqueness.

The fourth kind of saying: make hot selling atmosphere.

The fifth kind of argument: time-limit sex!

In this do not say, friends can organize their own language!

Remember: Practice a word and blurt it out!

In fact, the psychology of customers through my analysis is so seven stages, as long as we have to solve each stage, there is no problem, no matter what things are sold the same, I would like to say again: Sell computer and sell popsicles no difference!

The third sentence

　　What does the third sentence say?

Many of the shopping guide, including the former I also said: "Hello, Welcome to XX counters!" We are doing 3,000 of our activities in the Maldives. "Now the third sentence becomes:" Would you like to know? "Can I help you with this?" "This is the wrong language!"

You ask the customer, the customer's answer back to the original point, "I first look at it!" "Not willing!" No! "All are rejected by the customer!" I usually call this kind of shopping as superfluous courtesy! Originally someone has been attracted, you have to let customers more new choices! Give the customer a chance to refuse!

A man in the bus by a girl slapped two, others asked him why he was beaten, he said: "I look at her behind the zipper did not pull, I helped her pull up, she turned to give me a slap, she hit me, I thought she liked not to pull the zipper, then I took her back zipper down!" Who knows she gave me a slap! "The man's mistake is the extra courtesy!"

So the third sentence directly pull over to introduce products!

So say: "I will help you introduce!" "Just pull over and don't ask the customer if they want to!" Do not ask the customer can introduce! Since he has been attracted to you, just want to know, you ask, he was sober and trouble!

"The customer said it was too expensive!" Can you get a little cheaper? "How can we dissolve!"

Question One

　　--Customer: Can you make it a little cheaper?

General customers are in the door and asked: "How much money?" "1888." "A little cheaper!" "A lot of customers didn't even finish the product, they just looked around." Before the customer likes it, you must be at a loss on the price.

　　Analysis:

First we can't say: "No!" "A strong refusal will make the customer resent you. When faced with this problem, we have to bypass the customer's problem, do not answer directly, because as long as we enter the price negotiations we will be more passive. At this time the money in the hands of customers, and our advantage is the product, so we want to let customers fully understand the product.

Any customer to buy things will bargain, we should first bypass the price, let the goods attract him, and not too much in the price of entanglement. As long as the goods value for money, not afraid of her not to buy, of course, can not be too proud of customers.

　　Response

1. Periodic decomposition method

"Miss, this set of products sell 720 yuan, can use a year, a day only spent four yuan, very affordable!" ”

"Miss, a so preferential package add up only 380 yuan, can meet all your needs at once, value for money Ah!" ”

2. Replace "less" with "many"

When customers ask for cheaper prices, a lot of shopping guides will say, "You buy less clothes to come over." "In fact, this is wrong, less buy clothes will let customers feel loss of something, the mood is more painful." The right word should be "just when you buy a few more clothes", avoid the pain, transfer to happiness.

Question Two

--Customer: I know your boss, can you make it a little cheaper?

　　Analysis:

In fact, the customer said to know the boss, she really know? 99% of people do not know, most with the boss have one side, acquaintances. So treat people who do not know or know the boss, do not expose to the face, but the face to her, but never lower prices.

　　Response

We can say this: "To receive our boss's friend, I am honored", admit that she is the boss's friend, and feel honored, the following start the transition: "Just, the current business situation, you come to our shop to buy things this matter, I will tell our boss, let our boss thank you!" "It's OK."

Question Three

　　--Customer: Does the old customer have no discount?

　　Analysis:

20% of old customers create 80% benefits, do not slaughter old customers. When the old customers offer preferential, we can't directly refuse. Shopping guide will say, "You are old customers should know here can not discount!" "So the old customers to blow, the old customers will think:" I have come so many times, I do not know can not discount it? "A direct blow to customers ' goodwill towards the store.

　　Response

First of all to face to the old customers, so that the old customers feel your sincerity, you can say: "Thank you have been so care for me, can be strong you such a friend I feel very happy, but I really do not have such a big right, or you come to have a gift, I apply for, give you to leave one more" on it.

Question Four

　　--Customer: How many years have you had your family's brand? Why haven't I heard that?

　　Analysis:

The first question, we can answer her directly, but the second question how we answer is not right, because as long as you answer the second question, the customer will keep asking, ask him satisfied, so encountered a second problem we have to guide her.

　　Response

Ask the customer first "when did you notice our brand?" "Most of the customers who haven't heard will answer," just noticed today. "The shopping guide can say a word" that is very good, just know. "Bring the problem directly to the past and not dwell too much on this issue."

Question Five

　　--Customer: Let me see it again.

　　Response

To identify the advantages of the product in four ways, these four aspects are:

1, we have, others do not have something;

2, we can do, others do not want to do things;

3, we do something better than others/things;

4, our value-added.

Question Six

　　--Customer: Will you have problems with quality?

　　Analysis:

Some shopping guide to face this problem will directly answer "we do not have the quality of the problem, we are a big brand, there are many beauty salons in the country will have ..." but the customer asked the second sentence: "What if there is a problem?" "A lot of shopping guide will not go down."

　　Response

The shopping guide can ask the customer first: "Miss, have you ever bought the quality is not very good product ah?" "The customer usually says," there is. "Shopping Guide can ask a sentence:" What is the product ah? "Customers tend to start complaining:" I have bought XX products before, how how, Gas dead me. ”

When the customer answered no, what should the shopping guide do? At this time, should first praise customers, and then say their own things: "Miss, you are very lucky, you do not, I have encountered such a situation ah." What's the matter, I'm mad. "When you say it, be sure to bring feelings, so that you can infect customers."

Finally said: "So I now pay attention to product quality problems, because I do not sell things are also consumers, so I have a good product quality requirements, I will be in this factory to do sales, not to other manufacturers to do sales, is because the quality of the good here." ”

Turn the giveaway into a genuine and let the customer like the giveaway. Can say: "Sister, these gifts are our company in the price of goods, additional feedback to customers, but also for your support our company's thanks, but I would like to say is: ... (Introduce the advantages of gifts, benefits), so that customers realize the value of the gift, feel the value of the gift is super.

This article turns from: http://business.sohu.com/20161020/n470837033.shtml, in this thank Bo Lord's contribution!

The customer asked, "Can it be cheaper?", 90% of the sales consultants answered wrong?