What are the sales methods of broken bridge aluminum doors and windows?

Scene 1: A customer enters the store, looks at one of the aluminum alloy windows and directly asks, "How much can it sell?"

Adverse reactions:

1, (immediately answer) minimum * * * money.

We clearly mark the price here, and don't bargain.

If you must, the price will satisfy you.

Actual combat strategy:

Many customers don't understand the value of products, and talk about the price directly. Inexperienced salespeople will answer customers' price questions immediately, and customers will leave soon. Therefore, don't talk about the price of the product until the customer knows the value of the product!

Sales vocabulary:

Sales speech 1: don't worry, sir (miss), the price will definitely satisfy you. Let's see if we like it first. If you like it, it is very valuable. I don't like it, and I won't buy it at any cheaper price. Isn't it?

Sales speech 2: the national unified retail price is * * yuan. In fact, you don't feel anything when I tell you the price now, because you don't understand the value of the product. Come on, let me tell you what its main function is …

Situation 2: After further understanding, the customer shook his head and said, "It's too expensive."

Adverse reactions:

1, not expensive, this is already very cheap.

You can make it cheaper if you want.

3. Minimum 15% discount.

4, this is still too expensive!

We have no price here.

6. How much do you want to buy?

Actual combat strategy:

This shows that you haven't let customers know the value of the product. And it's too expensive for everyone on earth. A set of aluminum alloy windows costs 45,000 yuan, and a catty of cabbage 1 yuan will be too expensive for customers. When the salesperson hears the customer say "it's too expensive", he should treat it with normality.

In this case, the customer will react in this way after understanding it deeply. 50% may be that customers take a fancy to this product and deliberately talk about the price; Another 50% may be that customers really don't like it and make excuses not to buy it. The clerk should make a judgment by observing the behavior, expression and tone of the customer. Then use the following words to deal with it.

Sales vocabulary:

If it is sold, 1: (value method) is ok, but I want to explain to you why you think it is too expensive ... In fact, our price is inseparable from the value of the company's products, such as ... (once again stimulate the desire to buy, once again emphasize the important functions and unique selling points of the products. Pay attention to the marketing principle of FABE: through four key links: characteristics, advantages, benefits and evidence, skillfully deal with the problems that customers care about, so as to successfully realize the sales of products. )

Sales speech 2: (cost method) Hehe, you must have heard a saying, "Cheap goods are not good, and good goods are not cheap". Some time ago, a classmate of mine bought this product in another store, and the price was one-third cheaper than this, but it didn't work in less than three months. Save a little money for a while, and as a result, waste more money. This is the price of saving money!

How much do you think it is expensive? If the price of an aluminum alloy sliding door you recommend is 5000 yuan, the customer says it is 365 yuan more expensive than another store. ) This product can be used for at least 15 years. Even if you only plan to spend 5 years, 5 years ***260 weeks, you will have to spend 1.4 yuan money every week. And if you save 365 yuan to buy it, it may be broken in a year. You calculate, a month lost nearly 77 yuan! Do you think this is a good deal?

Miss, if the price was lower, would you buy it now? (If the customer thinks about it, it means no, so you don't have to answer the price any more, you can continue to promote the value of the product; If you say yes, keep asking. Do you want ivory or white oak? Do you want another mute lock? Ok, I see. Will you pay in cash or by credit card? All you have to do is ask. Finally, give him a discount. Deal. ) Then I will sell you one according to the internal price of our employees!

Sales Words 5: (Don't listen to the law) (Note: As we have analyzed above, 50% is the excuse of customers, or it may be the thinking inertia of customers. Therefore, salespeople should hint at themselves psychologically, but they can't say it. Can't hear, can't hear, how can it be expensive? Such a good product is still too expensive, are you kidding! When the customer asks you the price for the first time, pretend not to hear it and continue to introduce the product value point; When I mentioned expensive for the second time, I still pretended not to hear it and continued to introduce the product value points. When raising the price for the third time, throw the problem to the customer. When the price is raised for the fourth time, the resale value of the customer can be recognized.

Scenario 3: Customer: "Why is your product more expensive than others?"

Adverse reactions:

1, no way, we are the lowest in the city.

2. How much is it? The difference is fully refunded!

3. Because our products are good.

Actual combat strategy:

When answering similar questions, we must first find out which "others" customers refer to and whether they are comparable. If it is the same operating system doors and windows, the price difference should be small; If the other party is aluminum-clad wooden doors and windows, there is no comparability.

In sales, we should also distinguish time periods and talk about strategies. Usually, when you are not too busy and have enough time to explain to your customers, you should always refer to the phrase 1 to make clear the value of the products that customers say are "expensive". In the peak season, in order to make a quick decision, we use reverse thinking and rhetorical questions to break through the customer's psychology. See word 2.

Sales vocabulary:

Sales talk 1: You really know the market. In fact, many people only look at the price and don't understand the reasons behind it. Our products are more expensive than other brands because we all use imported materials. For example, our handles are imported from Germany, and each door is made of high-grade A aluminum profiles. Do you think it is very textured? Emphasize the value of the product. ) and other brands of products are not necessarily so good? In fact, you see, it is precisely because the raw materials used in our products are more exquisite than other brands that we can better ensure the quality of our products and ensure that you can use them with confidence.

Sales language 2: Sir/Miss, it is the peak season for product sales. Today is the day for us to grab sales. If we miss this opportunity, we will have to wait another year. The manufacturer has clearly marked the price to the lowest level. You must not doubt our price!

Sales Speech 3: Miss, you are right. Maybe you can find cheaper products from others. We all want to spend the least money to buy the best products, right? (Wait for the customer to say yes. However, I have also seen the fact that the cheapest products often have quality problems. Isn't it? In order to protect your interests, if you had to give up one of the three things: the best quality, the best service and the lowest price, which one would you choose? Guide customers to give up the lowest price, and you will succeed. )

Sales Speech 4: "Yes, Miss, our products are a little expensive, but you must believe a sentence,' Good goods are definitely not cheap, and cheap things are definitely not delicious'. Explain that the price is temporary, but apologizing for the quality afterwards is permanent. So our company made a decision many years ago, in order not to apologize for the quality in the future, and insisted on only making genuine products. You should be happy with our choice, shouldn't you? " (pause) said, "And if you buy our products, you can buy them with confidence. You won't choose products without after-sales guarantee to save some money, will you? What do you say? "

Situation 4: After asking the price, the customer says, "I'll think about it."

Adverse reactions:

1, ok, please think about it first.

2. Really? Call me if you need anything.

Forget it, just buy this and listen to me.

Actual combat strategy:

I often hear customers say "I'll think about it" and "I'll think about it again", most of which are excuses. So when you want to solve the problem, how to get rid of the customer's excuses and let the customer tell the real reason.

In this case, the customer said after asking the price, so more than 70% of the reasons are the resistance to the price; Or temporarily conceal their psychology of preparing to buy, so as to further compare other styles and negotiate prices and win the initiative; Another 30% may be that customers are still hesitant to buy or not.

Sales vocabulary:

Sales Speech: Hehe, I want to think about it and explain that you are actually interested in this product, right? (Wait for the customer to answer "Yes") This product is really good. Do you need to discuss with others? (Waiting for the customer to answer "No") So what should we consider? Is it the price? (waiting for the customer's answer ...) It turns out to be too expensive, which means I haven't made it clear just now that the value of this product is ... (Pay attention to the value of the product. )

Scenario 5: The customer asks, "Can the product be cheaper?"

Adverse reactions:

1, sorry, no.

2. According to the company's regulations, the sales should be clearly priced.

3. How much cheaper will you buy?

Actual combat strategy:

It is human nature to create a "cheap" mentality. Customers always want to push their luck, make another concession, and have the psychology of making another concession. The clerk must first answer the customer with a positive attitude that this is a firm price and dispel the idea of reducing the price. Such as the word 1. If the customer is still hesitant and wants to take advantage of it, please refer to Articles 2 and 3.

When answering such questions, product salespeople need to compete with customers with a "reserved" mentality. Don't be afraid not to buy as long as customers don't leave the store. Even if the price can be reduced, it is necessary to prevent customers from easily reducing prices by "embarrassment" and "procrastination".

Sales vocabulary:

Sales Speech 1: The products we sell are absolutely reliable system doors and windows, and the profiles and accessories have been tested by the authoritative quality supervision department of the state. The handles are all imported from Germany, and the sealant is sealed with EPDM rubber, which has good functionality and is absolutely guaranteed after sale. Come on, look again, I don't care, the color and texture can tell you its value (this makes the real thing speak, which is often more convincing).