How Can A Shop Encounter A Bargain Customer?

No matter online shop or entity store, customers bargain is nothing more common. But for businesses, cutting prices is equivalent to cutting profits. Then, how can we cope with customers' bargaining?

The following methods can be adopted:

1. quotations for smaller units

It is to minimize the basic unit of the offer, so as to hide the "high price" of the price and make the buyer fall into the illusion of "not much money".

Experience shows that the unit offer of a product is more conducive to the transaction than the price of a dozen products. For example, a cigarette pack is 100 yuan, so 10 yuan per box will make the buyer sound particularly comfortable, and 200 yuan per catty tea will often be said to be "20 yuan can buy 1 two". Buyers feel different psychological feelings when they hear the same form but the same price actually.

2. prove that the price is reasonable.

No matter what the reason is, any buyer will object to the price. Most of them think that the product price is much higher than he imagined. At this point, the shopkeeper must prove that the price of the product is reasonable. The way to prove it is to talk about the advantages of the product in terms of design, quality and function. Usually, the price of the product is closely related to these advantages. It is the so-called "one penny and one share". The online shopkeeper applies the persuasion skills to thoroughly analyze and explain the various advantages of the product, pointing out that the interests of the buyer after buying the product are far greater than the cost of paying the goods.

Of course, do not think that the price is low, the buyer will certainly buy. The large price reduction often makes the buyer doubt the product, think it is defective or unsalable goods. Sometimes, the price of the product needs to be slightly improved to open the market.

In a word, as long as you can explain the reasons for pricing, buyers will believe that buying is worthwhile.

3. be generous in small matters.

In the process of bargaining, buyers and sellers both have to make certain concessions. Especially as a shop owner, how to compromise is the key to the success or failure of the whole negotiation.

In common sense, although everyone is willing to gain advantage in bargaining, not everyone is greedy. Most people will feel satisfied if they get a little benefit.

It is based on this analysis that the online shopkeeper should be very generous in small matters, so that the buyer feels that he or she has already received concessions or concessions from others. For example, do not charge the buyer when adding or replacing some small parts, otherwise they will be penny wise and pound foolish, cause buyers' dislike, and make buyers sensitive to price immediately, which will affect the next negotiation. On the contrary, providing free buyers with some cheap or insignificant small parts or packages can enhance the friendship between the two sides.

4. comparison method

In order to eliminate price barriers, online shopkeeper can adopt comparative method in negotiation, and it can often get good results.

The comparison is usually done by comparing the goods sold with the other goods in order to show the reasonableness of the price. When applying this method, if we can find a good angle to guide the buyers, the effect will be very good, such as comparing the price of the goods with the daily payment. Because buyers often do not know how much the daily expenses add up in a certain period of time, compared with the fact that the expenses are limited, it is easy for them to buy the goods.

A Stereo Recorder owner told his buyer that the price of his tape recorder was only the sum of the cost of cigarettes and bus traveling by a buyer in a certain period of time.

Another household appliance shop owner explained the price of the product: the price of the product is 2000 yuan, but its usage period is 10 years, that is to say, you spend only 200 yuan a year, only about 16 yuan a month, and less than 6 cents per day. What's the 6 cents for the time it saves you?

5. odd offer

When the owner of a shop quotes, he keeps the price ending number and adopts the fractional price, such as the quoted price is 9.98 yuan instead of 10 yuan, so that the price is kept at a lower grade. So, on the one hand, it gives people a sense of low price, and on the other hand, because of its accurate price, it gives people a sense of trust. Odd price offer can fully satisfy the buyer's mentality of seeking truth from facts and make it feel good and cheap.

6. bargaining should be carried out in stages.

Bargaining with buyers should be carried out step by step in stages, not too much at a time, and every time it comes down, it will be assumed. A pair Helpless, helpless helpless appearance.

Some buyers deliberately frighten you with exaggerated or even threatening statements and pretend to leave. For example, he said, "the price is too high, and there is no need to talk about it any more." at this point, you must not be fooled and push the price down too low. You can show a very troublesome look and say, "Sir, you are really great!" deliberately spent dozens of seconds to think about it, then use the communication tool to produce an icons of thinking. Last The decision was made: "there is no way to do that." it is slightly lower than the original offer, and must not be too strong.

Of course, the other party will not give up on this, but you have to take a firm stance and pretend to be serious and serious. "In a situation like this, it will be no longer possible." in this case, the buyer will feel that this is the minimum and it is possible to reach an agreement. There are also some "iron chicken" buyers who will press again, though the rate is not very large: "if I buy this price, we will pay off." at this point, the owner can use his hand to make a picture of the table. "Let's go!" let's make the price right now. In fact, the price being finalized is still much higher than the lower price stipulated by the shop.

7. bargaining is not dispensable.

Is it necessary to bargain every bit and a bit like squeezing toothpaste? Of course it is necessary.

First of all, the buyer will believe that the owner of the shop is telling the truth. He did buy a bargain. At the same time, he also convinced the buyer that the attitude of the shop owner was very serious, not that the quality of the product was not good, but that he was forced to keep the price down, which would make the buyer feel the real product.

The shopkeeper does everything he can to bargain with the other party, not only to sell as much as he can, but also to make the opponent feel that he has conquered his opponent and get a cheaper price, so as to create a sense of satisfaction. If the buyer can easily push the price down, his satisfaction will be very weak, and there will be further danger of reducing the price.

8. don't start playing cards first.

Some shop owners did not pay attention to the price strategy. They started throwing the lowest price at the beginning of the negotiation, and said with a solemn saying, "the lowest price is cheap enough!"

　　 Shop The success rate of this approach is very low. You know, at the initial stage of negotiation, the buyer will not believe the lowest offer of the shop owner. So you regret it too late. At this point, you can only reply like a parrot. He said, "this is the lowest price, please believe me!" at the moment, if you want to talk about it, you can only lower the price to the lower limit price of the shop.

9. how to deal with bargain buyers

Among buyers, there is indeed a kind of people who are always asking for bargaining. This kind of buyer is more interested in making fun of people than they want to take advantage of. Even if you tell him the lowest price, he still wants to lower the price. To deal with this kind of buyer, the online shopkeeper must first raise his offer with great care. He must spend more time in the bargaining process, and only drop one point at a time, and he will say "lose again" at a drop. So, five or six times, he will be satisfied.