Necessary sales terms for bargaining with customers

Bargaining is a standard action that customers almost always do during the purchase process. No matter how professional and enthusiastic the salesperson is, he will introduce the selling point, brand, value, comparative advantage and after-sales service of the product to the customer, and the customer will always change. It's too expensive. Why not make it cheaper and give more gifts? . Here are eight very useful coping skills I have compiled for you, I hope they will help you!

1 superior special approval (customers want to buy good things to take advantage) analysis: customers who want to buy good things at the same time and want to buy good things at the same time can ask the salesman or the head of the cabinet to help.

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Shop assistant: Customer, do you think this product is good?

George Cukor: It's good, but it's too expensive. Help me make it cheaper.

Shop assistant: My rights here can only go so far. Alas? Customer, wait a minute. Our leader has just arrived. I'll ask for you.

Shop assistant: Boss, there happened to be a customer today, who has been here several times. I really want it, too You just came here today. Do you think it can be cheaper?

Shopping guide: Which model does the customer want?

Shop assistant: This is a set of XXXX. I told you about XXXX's money This is already the price of our activity. He wants to make it cheaper. You just came today. See if you can help him make it cheaper.

Guide: Like today, I think he bought it sincerely, so it's cheaper. XXXX spent money on it.

Shop assistant: hmm? (Pretending to be surprised) Is this all right? I have never had such a low price, so you must sign it later, or the company will be fined if it finds out.

2 Follow the trend (hesitant customers) Analysis Now many consumers have a serious mentality of following the trend. As long as he feels that many people around him have bought it, it is estimated that this product will not be too bad. This method is more effective for customers who are hesitant between several brands.

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Shop assistant: I see you've been here for a long time, so let's settle down. By the way, where do you live?

Customer: I'm from XXX community.

Shop assistant: Really? A few people bought it from me the other day, and it's near you. (taking the household registration book) Do you think this is, this is, is it all yours?

Gu Ke: Well, it's not far from my neighborhood.

Shop assistant: Yes. Our products are still very cost-effective, otherwise not so many people will choose our products. So-and-so on our side also used our brand. It's really good!

3 commitment guarantee (the customer has approved the product) analysis: the customer approved our product, but felt that the price was a little high, hoping to get the possibility of reducing the price.

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George Cukor: Is that all you have?

Shop assistant: Yes. There's nothing missing in it.

Gu ke: ok, I'll go to other stores and compare them.

Shop assistant: You are very appreciative of our products. All our stores have a uniform price. And if you think the price here is expensive, and after buying it, you find that other places are cheaper than mine, just give me the invoice to make up the difference. I'll refund you how much you spend (mall system guarantee), don't you think so?

And we are all produced by the same manufacturer, and the prices are uniform. Wherever you go, the price is the same. You have to go somewhere else for a long time and the result is still the same. You might as well have a rest here, right?

4 Take the price comparison analysis of account books and compare the account books of previous transactions with each other, so that customers feel that today is really cheap and feel a real benefit point.

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George Cukor: Can you give me a cheaper one? I have been here several times. I'll bring some friends to buy it next time, ok?

Shop assistant: Customer, it really can't be cheaper. Nowadays, the price is already very low. I'll show you my old ledger. You see, I bought this one month and spent XX yuan. I bought this one month, for XX yuan. And this, XX money. It really can't be cheaper. I have never sold it at such a low price.

George Cukor: Is this really fake? You didn't use it to lie, did you?

Shop assistant: How come? There's a phone number on it. Look, this is Mr. X. The telephone number is 13XXXXXXXXX. You can call and ask if you don't believe me.

It is definitely flawed to tell all the lies by analyzing the truth and falsehood, and customers are not stupid, but it is so easy to tell them if you tell a few truths and then sandwich a few lies.

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Customer: Do you want to buy this set of XXXX?

Shop assistant: this price is really not good! You know, I work for others, right? I only got a commission of 20 yuan for selling this set. It doesn't matter whether this thing takes commission or not. If I reduce the price today, not only will I not get the commission, but the company will also fine me. If you were the boss, you wouldn't use an employee like me, would you? If I can do business, I will definitely do it. Who doesn't want to do business? You're right. The money for this thing is not in my pocket. It's for the boss. Why should I ask you to pay those hundreds of dollars more?

Actually, we are on the same side. If I can sell it, I must sell it to you, right? There is really nothing to come and go in price. I'll give you another gift. what do you think?

Fictitious sales volume analysis: the fluctuation degree of customer's request for price reduction is not great, which is not beyond our price control range. You can use this method of fictitious sales.

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Shop assistant: You see, this set is settled today. 4680 is not expensive either, and it has automatic cleaning, which is more cost-effective, don't you think?

Customer: The goods are good, but the price is a little expensive. 4400 yuan. If I sell it, I'll buy this set today.

Shop assistant: This price is really not acceptable. Well, sir/madam, today our shopping mall set an index for us, and now I need 4000 yuan to complete the task. If I finish the task, I can get 200 yuan's bonus. How's this? I don't want this bonus today. I'll give you 200 yuan off as a friend. 4480 well, if it is lower, I really can't do it. I just need this business today. Even if everyone helps each other, what do you think?

7 mutual echo, double spring contributed.

1, analysis of gift promotion

Only when customers are more satisfied with our products and prices can we use gift promotion.

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Guest: Let me tell you something. How about this thing of yours? I won't bargain with you. Why don't you give me more presents? It happens that our family is short of two yuba. If you give me one, I have to buy another one. It is best to use one brand for home decoration, otherwise it is not ugly to put two brands of things there.

Salesman A: Actually, your idea is right, but our company stipulates that only one can be issued. If we deliver too much, we will be fined. How's this? I will give you another better gift. Are you all right?

Guide B: This won't do. Didn't you change customers like this last time and fined the company 50 yuan?

Shop assistant a: why not? The customer has been here several times. After all, people bought several things from us. If you are afraid of taking responsibility, I will tell the company that I will pay the fine instead of you.

Guide B: Forget it. I don't care about you. You can explain what will happen then. If you want to do it, I don't care so much. Don't say I didn't remind you of the fine.

2. Price double spring

analyse

The shopping guide should grasp the customer's desire to clinch a deal, brand awareness and purchasing power on the spot, and at the same time understand the customer's demand quota.

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Shop assistant a: well, how about we take this set?

Customer: OK, give it to me at a lower price. It's not hundreds, it's thousands. You help me make it cheaper, and I'll bring my friends to buy it next time.

Shop assistant a: ok, don't say any more. I'll just make a friend, and I'll help you reduce the change of this one.

Salesman B: You are crazy! How to make this price? You want to die, don't you Do you think you are a business manager?

Guide A: Never mind, then let the company deduct the commission from my business. I told you, just making friends. I'll be in charge then

Salesman B: Then you can write a ticket yourself. It says you made the ticket yourself. Don't come to me then.

Step 3 confirm by phone

analyse

Customers have exceeded their own price bottom line and have a strong desire to clinch a deal.

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Shop assistant: I really can't go any lower. How's this? Please sit down and have a rest first. I'll call our leader and ask if it can be better.

George Cukor: OK, then call and ask. If it can be cheaper, we'll take it.

Shop assistant: Hello, Manager X, where are you now? We have a customer who has been here for several times, and it turns out that our products are also used at home. Please see if it can be cheaper. They are old customers, and they all recognize our products. Yes, I really want to buy it. Huh? What? Oh! I see. Oh, ok, thank you. Goodbye, Manager X!

Shop assistant: I just called our leader. In terms of price, the leader said that if you really want it, you can only get rid of bits and pieces, and the rest is really indispensable.

8 Benefit Transfer (let customers buy other products and give preferential treatment) Analysis The price of what customers buy here is already very low. He (she) wants to make it cheaper, then transfer these benefits to other items he (she) needs.

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Shop assistant: customer, this price is already the lowest today. It really can't be lower.

George Cukor: I'll buy it if you give me dozens of dollars. I didn't buy anything for 100 yuan today. 80 yuan is not much. Just a fraction. Pay after subtracting it.

Shop assistant: How about this one? What else do you want to buy today?

George Cukor: I have to buy XXXX today, so you can give me a discount here.

Shop assistant: It's really hard to get bargains here. You just need to buy XXXX. Let's make friends and let our foreman take you there to help you get more discounts. I'm sure it's not just this 80 yuan, is it? A customer bought it last month and spent only XX. Do you think it is cheap?

Customer: This price is really cheap. Well, then, let's decide the price.