How To Reach A Consensus With Customers

First, learn to be in love with customers -- the introduction of price. One mistake often made by the front-line workers is to tell customers when they ask the price of high priced goods for the first time. This is a big mistake. A lot of shopping guide is strange, the customer asks me the price, do I not answer? When men and women are in love, if one side sees the first side, the first sentence says, "marry me." The other side must be surprised: I don't know anything about you yet. Is this person neurotic? There is no chance of the second meeting. In fact, the end of the shopping guide to customers at the beginning of the price, is the same reason. When you are in love, you must first introduce your situation: work unit, family status, income level, hobbies and so on. After two years of interaction, the two sides fully understand each other before they can get married. "You marry (marry me)" is definitely the last thing to say. For the terminal shopping guide, it is also a "mini" process of making love with customers: we must first fully introduce the advantages of our products, core selling points, and benefits to customers, and then judge the customers' purchase intention and basic choice tendency, and then we can tell the price at the very end. If the customer does not know your product and your product has a high price tag, the customer will be too expensive. For customers, the easiest thing they perceive and judge is the price of the product, so they care about the price and the price is natural. For the excellent terminal shopping guide, we need to defuse it skillfully?

Two, do subtraction, do not add - Product introductory sequence. The product line of the terminal is generally divided into three categories according to the target location. For the terminal shopping guide, should we introduce products in the low to medium high order, or introduce products in high, medium to low order? This is the direct embodiment of how to manage customers' psychological accounts. The introduction of excellent shopping guide is high, medium and low "subtraction" introduction. First introduce the most expensive product, even if the customer does not buy the most expensive product, the customer will feel that the middle and low end products will be relatively cheap, and ultimately choose to buy. According to the "low plus middle" addition method, low price products can only make the products introduced later appear very expensive, and the psychological accounts of customers have undergone subtle changes, prompting customers to give up the purchase decisions. The general idea of terminal shopping guide is to attract customers to stay in stores with low price products in order to keep customers away. This may promote the sale of low-priced products, but it increases the difficulty of selling high-end products. The shopping guide is still unaware of the high price of the product. In fact, it is the incorrect introductory order that lets customers feel the price of products is high and drives customers away.

Three, things are scarce and expensive -- creating scarce atmosphere. When customers feel that the number of products they purchase is very small or they will be less and less, they are willing to pay higher prices for their own products. This is why the big snow disaster in the South has fried a packet of ordinary instant noodles to 50 yuan sky high price. In fact, this principle has been widely applied in business. "Limited number, sold out" and "last deadline" strategy are commercial applications. If the terminal shopping guide ingeniously creates this scarce atmosphere at the terminal, it can also make subtle changes in the psychological accounts of the customers, thus facilitated the sale of high priced products.

Four, buying and selling the Pearl, highlighting the sense of value of the store and highlighting the sense of value of the store staff. As illustrated above, it is difficult for customers to bargain for a packet of instant noodles at a star rated hotel or airport, although the customers are very aware that the price of the instant noodles has completely deviated from its price. value 。 Why do customers "dare to speak up" and make a modern version of "buying and selling beads"? This is a powerful environmental force. In the high-end hotels such as star hotels or airports, it's too expensive to bargain. The grade and grade of them are too low. They will be laughed at and despised by others. From this example, we can see that the sense of value can enhance the sense of value and reduce the sensitivity of customers to high prices. Therefore, dealers do not want to save a few small money rather than shop. Doorway And internal decoration style, decoration grade input. This is a great loss. Customers often judge the brand's strength and grade according to the size of the shop front, the grade and the luxurious degree of the store decoration. It is natural for high-end shops to sell high priced products on customers' potential psychological accounts. The pricing of high priced products in these high-end establishments is reasonable. Customers, whether intentional or unintentional, bought a single premium environment. The same is true for sales staff. The tip of a customer to a five star hotel doorman or waiter must be higher than that of a low star hotel. The reason is the service image of the service staff of the five star hotel, and the service quality is definitely the highest. Highlighting the professional image and service quality of store personnel can also add bonus points to customers' mental accounts.

First-class terminal Shopping guides must be those who will sell high-end and high priced products, and will be experts in successfully managing customers' psychological accounts. If customers do not have enough purchasing power and do not belong to high-end consumer groups, they can not buy high-end, high priced products, which is not the wrong way of terminal shopping guide. If customers have strong purchasing power and belong to high-end consumer groups, shopping guide has not succeeded in promoting him and buying him high-end products, but buying low-end products and even buying nothing, that is the wrong way of terminal shopping guide.