How To Guide Customers' Interest In Price As An Interest

A wealthy old man retired from the noisy city and lived a quiet life in a small country house. What he likes best is the quiet lawn outside the window. But recently, a group of children came to the lawn to play football and annoyed the old man. But the lawn is not home. It can't be surrounded. Finally, one day, the old man thought of a way.
He came to see the children playing football, and offered water for them to drink. When playing tired and resting, the old man opened his mouth and said he liked watching you play very much. He was tired. Come on, each person gave five yuan. Every time you come, you will have money! A group of children are crazy, never heard of playing the ball back to the money!
On the second day, the children came to the lawn early, and the old man gave him five yuan each. They played more loudly and shouted more loudly.
After a week, when the children reached for their money, the old man said helplessly that he was only a little short at 50 Fen recently. The children could only accept it, but after playing for a while, they slouch and go home.
A week later, the old man told the boy that he could only give him five cents in the future. The child took the lead and turned away: "not to play for five cents!" Let's go! "
Many researchers have made a penetrating analysis of the above stories from different angles and levels, such as human resources, bonus distribution and management methods. But the author is more interested in the inspiration of sales. This example illustrates another meaning: People's attention and interest can be spanferred. In particular, spanfer it to another interesting point.
For example, many Sale They complain that customers are particularly sensitive to price, so they should be cheap, otherwise I will buy others. Then we should compromise. Customer Do you?
In such a dilemma, you can jump out first and think that customers' attention can't be just saving money. Since he asked, if he wants to buy, there must be some products. value Interest.
Wang Xiaobao once said happiness is hierarchical, and some happiness is too simple to compare with other pleasures (see the pleasure of thinking). The interest of customers is the same. Playing football and five yuan can be children's interest -- but they are not the same level of interest. For sales, the simple saving of happiness to customers is simply not enough to make him happy. This is the incompetence of sales.
Therefore, if we consciously grasp and guide, so that customers' interest in value exceeds the interest in saving money, we can become a salesperson.
If you start talking about how cheap the product is, then you are saying that using my stuff is fun saving money. (indeed, the gospel of consumers. Some products strongly advocate how cheap they are in the advertising stage. Fast selling products are just like this. Durable goods also have their own low price listing. They seriously doubt that the marketing plan is the undercover sent by competitors.
If you first introduce how good the product is, then you say, with my stuff, you get more fun and enjoy the value of the product.
If you ask the customer what the problem is, what serious consequences will this problem bring, then explain that my product can solve your problem and really grasp the interest of the customer. And when customers get the product, they will get a higher level of happiness.
Let customers shift from caring about price to caring for value, they can also classify products and tell customers that there is no reason to lose a single cent. You have to choose between two interests: to save a little more money, or to have more value.
However, due to the characteristics of the product, there are also some sales that make customers concerned about prices. For example, some Japanese car salesmen do: make a list of how many kilometers you run in a year, how much fuel they consume, how much they change, how much money they change, how much money they keep. After the customer saw it, the idea was locked on the price: "it is still the Japanese car that saves money!" "The difference between this and the interest of customers is not to accommodate customers because of their price, but to guide them to care about the price.
Imagining the customer is the child. You look at him from the top. You know what he needs. Poor, sometimes he doesn't know.
You can accommodate him to the pleasure of asking for money, but you say in your heart, child, you are so wrong. You should know that compared with the pleasure brought to you by playing football, the five yuan is really low taste. Think about it with the children's happiness and gloomy pleasure.
The old man in the story is really a master of marketing. He turns the interest of his children into money, and succeeds in reducing his interest in football by constantly reducing his money.