The customer said it was too expensive.

The customer said it was too expensive.

The customer said it was too expensive. As a salesperson, "too expensive" is basically the mantra of every customer. They often use this reason to bargain, or as a reason to refuse, and we have to be a salesperson who can solve problems without encountering problems, so as to reach a deal. Let's take a look at the customer's reaction that it is too expensive.

The customer said it was too expensive. The following are common misunderstandings in sales language:

"Sorry, we are a brand, that's the price."

Can't brands bargain? Not exactly.

What's more, self-esteem, what do you mean I am a brand? All I have to do is register a trademark.

Even if you are the strongest brand in the industry, you can't be so rude. It's no use being rude.

You are a brand, but how to prove that you are a brand, and what is the strength of the brand?

You should say that our brand is very famous. At present, there are many specialty stores in China, and so-and-so stars use our products. Our products are obviously superior to other brands in the market in certain aspects, such as quality, performance, after-sales and so on.

"Cheap goods are not good, expensive goods are good."

It's just common sense to say that you can't say it. The client thinks, you don't have to tell me. If we only talk about this, it gives people a perfunctory feeling. What you want to tell your customers is how cheap it is without good products, and what's good about expensive products.

For example, we are so expensive because we adopt industry-leading technology, which can make our products more stable and last longer. At the same time, I will show you another performance.

I'll give you an overall comparison. The service life of our products can reach ten years, while the service life of other products on the market is generally five years. You know, our price is not twice as expensive as theirs. After calculation, we are sure to get a good deal.

"We are so expensive and have a lot of costs."

Don't talk about it The cost is your business. Since it is expensive, it is more expensive than the industry and more expensive than the competitors.

Who knows your cost? You are just talking nonsense.

The correct statement is: we are so expensive because we use a very good material, that is, we often use XXX, and the price is known and relatively high, so the overall cost is relatively high;

Plus we have after-sales service, five-year free maintenance and so on. After-sales also requires costs. So the overall price is a little more expensive.

"It's not expensive. Go and see it. It's everywhere."

The customer is not a fool. Since he said that you are expensive, it means that he saw a cheaper one.

What you have to say is: where did you see it here? This is the price of ordinary shopping malls. After all, the rent is more expensive and the street shops are cheaper.

"Don't worry about the cheap ones, we are genuine."

Why not worry about cheap? It's really bragging.

The correct answer is that the products on the market are mixed. Last time, one of my customers bought a product. How to use it? We wouldn't have this problem at all.

It's up to everyone. Cheap ones have this disadvantage, but they can also be used. Actually, we also have this kind. Do you want me to show you?

When customers feel that the price is expensive, they should reply according to the following steps:

1, recognize the fact that the price is expensive, don't say it's not expensive, say it's really higher than other products on the market.

2. Turn the price into value and explain the advantages of the product in detail.

3, let customers feel that buying other cheap things is even less valuable, and can also help customers calculate an account in detail.

4. Let customers trust you, how popular we are at present, how many stars are in use, and so on. And have perfect after-sales service.

5, give a little touch, the price is not allowed, but you can send something or buy a discount next time.

In short, customers say that it is expensive, and they must feel that this kind of psychology is normal.

Maybe I want to get some discounts, maybe I want you to communicate with him, maybe it's not cost-effective, or I don't trust your product a little.

If the customer says it's expensive, tell him why and where it's expensive, instead of using general words to fool and deal with it.

At the same time, be sincere and don't think people can't afford it just because it's too expensive. There are many reasons for saying that the price is expensive. One of them may be to prove his judgment, or to ask for at least respect and response, which does not mean that he must not buy it.

The customer said it was too expensive. 2 1. The customer said, I'll think about it.

Countermeasure: Time is money. It is now or never.

Query method:

Usually, in this case, the customer is interested in the product, but it may be that you haven't figured out your introduction (such as a certain detail), or you have ulterior secrets (such as no money, no decision) and dare not make a decision, and then there are quite detached words. So we should find out the reason by asking, and then prescribe the right medicine. Sir, I didn't explain clearly just now. You said you should think about it?

Hypothetical method:

Assuming that the transaction is completed immediately, what benefits (or happiness) can the customer get? If the transaction is not completed immediately, they may lose some benefits (it will be very painful) and use people's hypocrisy to facilitate the transaction quickly. Mr. so-and-so must be very interested in our products. Suppose you buy now, you can get it (plus a gift). We only come once a month (or have a promotion), and now many people want to buy this product. If you don't make a decision in time, you will …

Direct method:

By judging the customer's situation and asking the customer questions directly, especially when the male buyer has money problems, the direct method can irritate him and force him to pay the bill. Seriously, sir, is it the money? Or are you trying to avoid me?

2. The customer said: It's too expensive.

Countermeasure: You get what you pay for, but it's not expensive at all.

Comparative method:

Compared with similar products. For example, the money of market brands, this product is much cheaper than brands, and the quality is better than brands. Compare with other projects of the same value. For example, if you have money now, you can buy a, b, c, d and other things, and this product is what you need most at present, and it is not expensive at all.

Disassembly method:

Disassemble several parts of the product and explain them part by part. Every part is not expensive, so it is cheaper to combine.

Average method:

It is most effective to spread the product price to the month, week and day, especially for some high-end clothing sales. How many days can you wear ordinary clothes, but how many days can you wear famous brands? On average, it is obviously cost-effective to buy expensive brand names every day. How many years can this product last? Calculated by year, month and week, how much is actually invested every day? You can get this product every time you spend money. It's worth it!

Praise method:

Through praise, customers have to pay for face. Sir, as soon as I look at you, I know that I usually pay attention to (such as appearance, quality of life, etc. ) And I won't be reluctant to buy this product or service.

3. The customer said: The market is depressed.

Countermeasures: buy when it is bad and sell when it is good.

Please:

A wise man reveals a trick: when others sell, the winner buys; When others buy, the winner sells. Nowadays, decision-making requires courage and wisdom, and many very successful people have established the foundation of their success during the economic recession. By saying that buyers are smart, smart, successful, please customers, and lose their wallets when they get carried away!

Small method:

Prosperity is a big macro-environmental change, which cannot be changed by one person. For everyone, it is still step by step in a short time, and everything is "business as usual". In this way, things will be diluted, major issues will be handled lightly, and the impact of the macro environment on the transaction will be reduced. For example, many people are saying that the market is depressed these days, but it doesn't have much impact on us personally, so it won't affect your purchase of products.

Example method:

Take the example of our predecessors, successful people, people around us, fashion, leaders and singers' idols, so that customers can feel yearning and impulse and buy at once. For example, Mr XXX, how do you feel after buying this product for a long time (what's your comment, and how has it changed)? Today, you have the same chance to make the same decision. Do you want it?

4. The customer said: Can it be cheaper?

Countermeasures: price is the embodiment of value, and cheap goods are not good.

Profit and loss method:

Trading is an investment, with gains and losses. It is not comprehensive to make a purchase decision only by price. Only looking at the price will ignore the quality, service and added value of the products, which is a pity for the buyers themselves. Do you think that you have invested too much in a certain product? But too little investment also has its problems. Too little investment will make you pay more, because the product you buy can't meet the delivery date (you can't enjoy some additional functions of the product).

Card method:

This price is the lowest in the country at present, and it has reached the bottom. If you want to lower it, we really can't. By showing the card (in fact, it's not a card, and it's 108 thousand miles away), the customer feels that the price is reasonable, and he won't lose money if he buys it.

Law of good faith:

It is a truth that there are few opportunities to buy the best quality products with little money in this world. Tell customers not to be so lucky. If you really need low-priced products, we don't have them here, and as far as we know, there are no other places, but there are some more expensive products, you can have a look.

The customer said it was too expensive. 3. Value method

Customers always care about the price, and salespeople always have to interpret the value of products. Let customers feel value for money, value for money, so as not to blindly pursue low prices.

Value > price

Value = long-term benefits

Price = amount of temporary investment.

Value method:

Customer, I'm glad that you can pay so much attention to the price, because this is our most attractive advantage.

Do you agree that the real value of a product is what it can do for you, not how much you have to pay for it? This is the value of the product. If you walk two miles in the desert, you will die of thirst. A bottle of water is worth one million yuan, because it gives you the strength you need to walk home again. This is the value of this bottle of water.

If a water seller comes over and sells you ten dollars a bottle of water, I promise you won't bargain with him. If you happen to have money, you will definitely buy this bottle of water, won't you?

Second, the cost method

Cost > price

Cost = Long-term loss

Learning is expensive, but not learning is more expensive;

Training is expensive, and no training is more expensive;

Buying is expensive, but not buying is more expensive.

Cost method:

Mr. Customer, let me explain to you that you only care about this price for a period of time, that is, when you buy it. But you will care about the quality of this product during the whole use period. (Keep your voice down and look the customer in the eye) Don't you agree that it is much better to invest more than planned than less!

You know that you will eventually pay a higher price for using inferior products. Think about saving a little money now, and losing more in the long run. Are you willing to give up?

Third, quality methods.

Speech 1: Mr. Customer, I totally agree with you, but you must have heard that good goods are not cheap and cheap goods are not good, right? As a company, we can design this product with the lowest cost, minimize its functions, and also invest extra in research and development, so that you can get high profits when you own this product, let the product play a great role for you, and do what you want to do to an ideal degree.

So the product will be a little more expensive, but the money invested will be shared throughout your life. Compared with your daily investment, your daily income is immeasurable, otherwise you will eventually pay the price for buying inferior products, won't you? So why not choose the best from the beginning?

Speech 2: Mr. Customer, most people, including you and me, can clearly understand that good things are not cheap, and cheap things are rarely good things. Customers can mention many things, but most people will forget the price, but they will never forget the poor quality and poor service experience. If that product is poor, don't you think so?

You know, Mr. Customer, many years ago, our company made a choice. We once thought it was easy to explain the price, but apologizing for the quality afterwards is permanent. You should be happy with our choice, shouldn't you? It's really much easier to explain the price temporarily than to apologize for the quality afterwards, don't you think?

Fourth, decomposition method.

Calculate how much it costs on average every day!

When the customer says "too expensive"

If customers are really obsessed with the price, our products are not expensive through comparative comprehensive analysis;

If the customer just bargains habitually, it shows his understanding of the customer and makes him realize that it is worth the money;

If it's just an excuse for the customer, then find out what the customer really cares about.