The Highest Level Of Marketing Is To Let Customers Not Speak Expensive.

I believe a lot of sales. clothing All of us have had this experience. clothes After that, we must talk to ourselves about the price. Customers feel that the clothes they sell are more expensive than others. How to solve this problem? Today, 37 degrees love gives you an analysis, hoping to help everyone.

First of all, a shop must ask for a price, and learning the price well can not only help consumers buy comfort, but also make themselves more profitable. So, how can we sell clothes to the biggest profit? I believe this is a topic of great interest to all shopkeepers. Today, 37 degree love teaches you some skills.

Take the goods back, you need to calculate the price in mind, there is a bottom in mind, clothes can not be sold at a loss, and the price is not good. It must be a little profit. You have to determine the entry price, base price and profit price of each garment. The determination of these three prices is very important. The three prices are determined, and it is also easy to say when they say the price to the customer.

When they sell, they also have knowledge. The average customers like to try to bargain again, and the operation is academic. If customers want to buy it, you have to take her initiative to try it on. Some customers choose the color that is more personal. Then you can recommend the clothes of the same color department to her. The style is quite new, you can recommend the same style, this is a very effective method. If the shopkeeper has a good eye, he can match his trousers with his trousers, his coat, vest and so on.

When the customer chooses the dress, it can judge the degree of the customer's affection to the dress according to the action, the spirit and the tone of the speech. If the customer can try the clothes actively, and the clothes look good, the shopkeeper can give the appropriate price. When customers bargain, even if the profits of things are very high, they can not promise one thing at all. If you say that you will bargain too much, what can not be sold? That is, it is hard for you to do that, so customers will think that what she bought is really a commodity with high cost performance.

If the customer thinks something is expensive, but wants it, we must tell her that this thing is very fast for one or my family. I leave it to the old customer. I do not take it out of the ordinary person. In this way, she feels that she will not buy it today, but she will not have it next time. You can also get closer to each other and ask where the people are. If the villagers are better, they can use concession or send some vouchers like this to entice her to come next time! Anyway, there are many skills to sell clothes, and I hope the shopkeepers will learn more about them.

　 What is "expensive"?

In fact, it is generally believed that "expensive" is more expensive. What does it cost? It costs ten yuan to spend more money. We spend fifteen yuan on it. Here we have another problem. How do we determine how much a product is worth? How much is it worth? Who will decide?

After a large number of market research, we found that "how much money" is not determined by merchants, but through shopping guide products, it shows a feeling of customer mind forming a subconscious.

Two, how to make customers feel the value.

How can we make customers feel if we feel "how much money is worth" customers feel?

First, analyze what feelings are, and feel people's reaction to another.

Secondly, how to "let" customers feel, actually feel a very emotional thing, mainly to mobilize the customer's hearing, vision, touch, smell, taste and other sensory organs to allow customers to perceive, thus occupying the minds of customers. Again, it is also a feeling that you usually think that the price is higher than the value of "expensive". The price of "not expensive" is equal to or less than the value.

terminal Sale There are three types of customers in general:

A class of customers, customers think that your product is not worth the money, other cheap products are not too different, that is, the price is higher than the value;

B customers, your product is really good, but the price is too high, I can not afford it, the price is below or equal to the value.

C customers, your product is really good, but the price is not low, beyond my previous purchase budget, I do not want to spend so much money to buy your products, I buy a relatively cheap OK.

If customers want to feel the value, they must mobilize all kinds of sensory organs by means of shopping guide, so that customers can realize that the price of the product is less than or equal to the value of the product. In the marketing of stores, when people in the market pass five passes and cut six, it will not be easy to get to the critical point when the transaction is coming. But the customers often refuse to take "too expensive" as the reason for the rejection. How should we deal with this problem in a final way? Page_break} {

In the process of sales face-to-face interviews, no matter what kind of price objection the customer puts forward, the salesperson should seriously analyze and inquire about the real motive of customers hiding in the bottom of their hearts. Only when we find out the real motive behind the bargaining, can the salesmen find opportunities to persuade the customers and achieve the purpose of the transaction. A survey conducted by psychologists has shown that customers' bargaining motives are mainly:

1, customers want to buy cheaper products.

2, customers know that others have bought products that you sell at a lower price.

3, customers want to beat salesmen in negotiations, in order to show his negotiating ability.

4, customers want to use bargaining strategy to achieve other purposes.

5, customers are afraid of losing money.

6, customers regard the concession of salesmen as their own ingredients.

7, based on past experience, we know that benefits will be gained from bargaining, and it is clear that marketers can make concessions.

8, customers do not understand the true value of the product, and doubt that the price of the product is inconsistent.

9, customers want to know the true price of a product by bargaining, so as to test whether the salesperson is lying.

10, customers want to buy cheaper products from another, and try to cut prices for you to put pressure on the third party.

11, the customer has other equally important objections, and these objections are not related to price. He only uses price as a disguised excuse.

12, customers want to prove to people around him that he has talent.

Any product, no matter what price, is expensive. Even if you really sell it at a cost price today or even sell it for other things, there will always be someone who says "expensive". This "too expensive price" is often a customer's "pet phrase", which is also one of the most common customer objections of marketers. Then, when confronted with this objection, our studio should avoid answering "you do not know" or "a penny, a cent".

In resolving this objection, the following principles should normally be followed:

　　 First, take precaution as the predominant factor.

According to the feedback information obtained from customers' contact negotiations, we can make a correct judgement on the price objections that customers may raise, and then take the initiative to solve the objections raised by a series of customers.

　 Two, first value, after price

An important principle to be followed in the promotion of stores is to avoid premature asking or bargaining. No matter how fair and reasonable the price of a product is, it must pay a certain economic price for the exchange as long as the customer wants to buy it. It is for this reason that at least we have to wait for customers to have a certain recognition of the value of the product before we can discuss the price with him. Customers' strong desire to buy often comes from the full understanding of the value of the product rather than the price of the product. If customers have more desire to buy, the less they will consider the price. Therefore, when negotiating with customers, we must first talk about the value of products, then talk about prices. Otherwise, it will be easy to get into the misunderstanding of bargaining with customers.

Three, compare the prices of different products.

Compare the products that some customers think of high prices with those of a higher price. The price you sell to your customers is relatively low. Therefore, it is necessary to draw lessons from the market and compare the prices of other high priced buildings with their own low price sets. We should collect price information of similar products or competitors frequently, so as to compare them when necessary, so as to convince customers through facts.

Four. Price decomposition method.

If possible, we should try to quote a smaller unit to hide the "expensive sense" of the price.

Five, guide customers to view the price difference correctly.

When there are price differences between competing products, (for example, some YY of our company is higher than others), marketers should guide customers from the advantages of this set of products, such as the quality, function, reputation and service of the products. Price Difference emphasizes the difference and advantage between product price and product, and this difference and advantage are objective and visible and intuitive. It can also be invisible and invisible. It must be made clear that the benefits that customers get after buying products is much greater than the cost of the goods they pay. Under such circumstances, customers will no longer be calculating. This is like our daily life people buy goods, the same household appliances or clothing, because of its brand and after-sales service and many other factors, often choose to buy expensive.

Six. Adopt product demonstration method.

Some high quality and famous brand products are more expensive and difficult for customers to accept. Marketers can put together their own superior products with some inferior competitive products, so as to emphasize the advantages of the products they sell and teach the customers to distinguish the authenticity of the products. After a demonstration comparison, the objection from customers will disappear immediately.

Come from customer With regard to the price objection of "too expensive", its meaning is very broad, and its concept is vague. The salesmen only have to sum up their experience in work practice and fully recognize the truth of customers' objection so that they can handle these objections correctly and effectively.