How to deal with customers who bargain?

I always hear complaints from salespeople or dealers. I always meet customers who can't handle these days. They asked if they wanted to buy it, and they liked to bargain. Finally, they kept the price low and went to other furniture stores to buy more expensive furniture. This question is puzzling. I didn't feel the reason until Xiao Jia went to the furniture store!

Xiao Jia went to two furniture stores and asked the same question about the sofas in the stores. Here, we call these two stores Store A and Store B respectively.

Adian

Xiao Jia: Hello, can you reduce the price of this sofa?

Guide A: Hello, we have a clear price tag here. We can't lower it.

Xiao Jia: It feels a little expensive!

Guide A: Not expensive. It's already cheap. If you really want it, you can get a 15% discount.

Xiao Jia: I just saw other furniture stores. The same sofa seems to be cheaper than this one.

Guide A: We are the lowest price in the market, and the quality of other products is definitely not as good as ours.

B branch

Xiao Jia: Hello, can the price of this sofa be lower?

Guide B: Hello, sir, don't worry. You don't feel anything if I tell you the price of the sofa now, because you don't know whether this sofa is good or not. Please see if you like it first. A thousand dollars is hard to buy. Let me introduce our sofa to you (the shopping guide begins to introduce the sofa).

Jony J: I like this sofa, but it's a little expensive!

Guide B: Sofa is worth investing in. Whether it is expensive or not depends on the quality of the sofa. The quality of our sofa can stand the test of time. It won't take you a few years to buy an ordinary quality sofa at a cheap price, but we can use it for many years. After calculation, it is actually more cost-effective.

Xiao Jia: I just saw other furniture stores. The same sofa seems to be cheaper than this one.

B: Yes, our sofa is a little expensive, but you must believe that "cheap goods are not good". Our after-sales service is guaranteed. You can rest assured to buy our products.

The talker wins as soon as he opens his mouth.

From two furniture stores, Xiao Jia deeply felt that speaking is not only an art, but also a skill to make money. It is not difficult to understand that the turnover of the same piece of furniture and different shopping guides may have a certain gap. In fact, to be a successful shopping guide or distributor, the biggest weapon is your mouth.

If you go to a furniture store to buy furniture, and meet these two shopping guides, you must be more willing to buy the furniture from Store B. The shopping guide lady can say that Jony J almost bought the sofa home!

Sales presentation skills

Next, Xiao Jia will teach you some speaking skills in sales and learn them quickly:

1. If the customer says: It's too expensive.

Countermeasures:

1. Compare similar products or products with the same value: You see, products with the same quality and style as ours are more expensive than ours on the market now. You actually made a profit by choosing our products.

Divide the price of products into years, months and days: Although our products are expensive, how many years can you use them after you buy them? According to the calculation of XX years, if you buy it back, you can enjoy such a comfortable product for only XX yuan a day, which is worth it!

3. patiently explain the function of the product, and praise the customer from time to time: this product is very practical, which is manifested in XX. At first glance, I know that I must be very concerned about XXX at ordinary times and will not be reluctant to buy it.

Second, if the customer says: can it be cheaper?

Countermeasures:

Tell customers honestly that the price is the embodiment of value, and you can get what you want for a penny, but you can't speak directly. Patient and sincere communication with customers is not comprehensive. It is a pity that buyers only make purchase decisions based on price, and will ignore the quality, service and added value of products. Let customers experience the quality of products, speak in kind and impress customers.

If the customer is dissatisfied with the price and hesitates, you can refer to this sentence: I can see that you like this product very much, but the price is stipulated by the company and is uniformly priced nationwide. But since you like it so much, I'll apply to the leader for a small gift. what do you think?

3. If the customer says: Why are other places cheaper than yours?

Countermeasures:

When a customer asks this question, he must first know what brand of products the customer refers to in other places, and first find out whether it is comparable. Then you can focus on the value of products and after-sales service, so that customers can see the advantages.

Talk about the shortcomings of other products objectively and fairly, constantly emphasize the destruction of customers' psychological defense, and remind customers not to be greedy and cheap, which is not worth the candle. In the process of explanation, the language should not be extreme, but always smile.

If the customer says, I'll think about it.

Countermeasures:

The customer said that there may be many reasons to think about it. Maybe the customer still thinks the price is expensive. It may be that the customer didn't make your introduction clear, or had ulterior secrets (no money, no decision) and so on. At this time, it is necessary to ask customers patiently, find out the reasons why customers hesitate, and then prescribe the right medicine.

You can try this trick: Mr. XX, I can see that you like this product very much. You can get XX (with certain discount) if you buy now. The activity time is limited, so it is very cost-effective for you to buy it now. If you miss it,

Everyone is born to talk, but not everyone can "talk". Socialization requires us to learn to treat people, especially in the sales industry. We must learn the skills of speaking. Practice makes perfect. This requires salespeople to consciously use these methods in the daily sales promotion process to achieve the effect of "conditioned reflex". When the customer doubts what the situation is, the brain doesn't need to think, it can speak for itself. At this time, in the hearts of customers, it is really "no choice but to clinch a deal"!