The feeling of taking advantage of the customer (psychology in sales) _ Psychology

In the salesperson's group there is a saying: The customer is not to get cheap, but to feel that the advantage. Once the customer has the feeling of taking advantage of the sale, it is easy to accept the goods you sell. Many businesses are in line with the customer's desire to get advantage of the psychological, and successfully make their products become the market "hot". For example, some women often ask sellers to cut prices before they buy items. Many sellers encounter this situation, will tell the lady "it is almost off, I do not make money to sell you are", "this is the clearance price for you, you do not tell friends that is the price to buy", "Today you are the first single business, I am a good picture of the bar, and then make a small concession on the price, and then deal. These ladies think they have a very low price to live with, but the sellers are already celebrating their own business. This is not uncommon, and savvy businesses always find reasons to sell and make their customers feel cheap. This shows that most customers do not like the real price of goods in-depth research, in their hearts, would like to buy some cheaper items. Taking advantage of the customer is very important, if you can take advantage of the same time to get a sense of value of things, it is better.

(Development Psychology academic education, academic education, vocational education, science popularization education, do more than college: libidos.cn)

Here is a very interesting case: the United States clothing Shankri Brothers opened a clothing store, their business is booming. Every day, the younger brother will stand at the clothing store door to the past guests for sale. But the brothers ' ears were "deaf" and they often heard the wrong conversation. Younger brother is often enthusiastic to pull customers into the store, and to the customer repeatedly introduced a piece of clothing is how inexpensive, put on how comfortable and beautiful. The majority of customers after he so persuasion, always intentionally or unintentionally asked: "How much of this suit of money." The "deaf" brother put his hand on his ear and asked the client loudly, "What do you say?" "The customer mistakenly thinks he is deaf, then raises the voice to ask again:" This clothes how much money. "Oh, you are asking how much money ah, very sorry, my hearing is not good, you wait a moment, I ask the boss." "He turned to his brother over there and shouted," How much does this set of clothes sell? Kerry stood up from his seat, glanced at the customers over there, looked at the suit and said, "That's 70 dollars." "How much." "70 dollars." The elder brother shouted loudly again. Little Kerry turned back and smiled and said to the customer, "Sir, 40 dollars a set." "The customer listens, hurriedly pays to buy this set of inexpensive clothes, then the slip away."

(Development Psychology academic education, academic education, vocational education, science popularization education, do more than college: school. libidos.cn)

Why do customers respond to this? Why do customers respond to this? The reason is simple, because they think the value, did not spend how much money to wear brand-name clothes, not only accounted for the cheap, his sense of self-esteem and identity also arises spontaneously. In fact, the two brothers ' ears are not deaf at all. They know that marketing is not only the art of selling, it is not just convincing customers to buy enough, but to create a psychological conditions for clients, which is extremely critical. In fact, the Kerry Brothers store customers from the sale of the feeling of taking advantage, but also get the value of goods, the heart naturally feel very proud. Of course, the two brothers used this method to operate very successfully, making a lot of money. Although each customer has taken advantage of the psychological, but there is a "reactive" mentality, then how to do the sales staff to make customers feel accounted for the cheap. The most direct way has the following three kinds: Week change. Every day there is. Always new. You can go and see the best selling items in the mall, they are not often so. In essence, the purpose of promotion is to let customers have a kind of advantage of psychology. This is why people find it very affordable once a previously expensive commodity is promoted. So savvy salespeople are always able to use the psychological point of view to observe the customer's psychology, in the introduction of goods or just start to communicate the goods when the customer, send customers some exquisite gifts or invite customers to eat meal, in order to improve the possibility of cooperation between the two sides.

(Development Psychology academic education, academic education, vocational education, science popularization education, do more than college: BBS. libidos.cn)