Five Kinds Of Price Objections To Sales

For consumers, though price is not a decisive purchase factor, it must be one of the most crucial determinants, because tile can be regarded as a part of the most cost budget.

about ceramic tile Store sales consultant, only deal with the question of price, in order to allow customers to stay, to create more sales opportunities for themselves.

In consultation with Dongpeng, we have compiled five common price objections, so that terminal sales consultants can not only deal with customers' questions, but also adjust measures to local conditions and use them flexibly.

First, there is no concept: Act as One of the cold concern industries is that most customers do not know about tile, and have no idea about product price, quality and service.

Some of these customers are young customers, some of them are silent customers. When they enter the shop and go around for a while, when they see the price tag of ceramic tiles, they often do not immediately express their opinions when they are selling consultants. Instead, they first take a much more wandering mentality, and the first purchase intention is not strong. If a sales consultant asks if he is satisfied with the style and price of the product, he often replies like this: "I just came over and went for a stroll." "Well, it looks pretty good. Let me take a look first." "There are two of them. I am very satisfied with that. Let's have a look at the family at that time, and come to see the designer with us some time."

Facing this category Customer The more appropriate ways of handling are:

1, customers do not know about products. Sales consultants can take the initiative to give customers first explanation of store layout, product partition, and attention to single products at the beginning of reception. Please note that they do not sell products directly, but also help customers visit showrooms and samples. Through the initiative to give customers to do the store walk route, browse the area, single products of the three aspects of the explanation, let the customer after listening, naturally get help and harvest.

2, the customer has some knowledge of tile, but there is no concept of the brand product. He wants to see that the sales consultant can effectively classify and guide the store samples, so that he can save time and effort. He can hear the advantages and disadvantages, the price to sex ratio and the service level of his personal product.

Two, casual says: belong to subconscious reaction, it is the conditional reflection of consumer on certain life experience and experience, to test sales consultant.

Such customers also do not understand tile products, but have certain age and experience advantages, no matter what products the sales consultant introduces. When they ask the price or see the price tag, they blurt out: "the price is very expensive......" "Do you have a discount price?"

To meet such customers, sales consultants need to be proficient in using the classic "identity guidance interpretation" method. Agree with the price objection raised by the customer: "you are right, this is a recent storefront, and the price is a little expensive." Let customers feel that they are paying attention to the idea of price. Respecting customers is respecting themselves. Because after the recognition of the sales consultant, the customers will only be able to guide and explain the opportunity and time to the sales consultant. To guide and explain, sales consultants need to demonstrate skills in shaping product value.

Three, value: customers want to know why they are worth so much money.

Such customers do not have enough experience in purchasing ceramic tiles, or are unable to get differentiated solutions when facing different shop sales consultants' explanations.

When a customer stops in front of the tile sample or repeats the price, the sales consultant needs to come up and use the FABE method to create the product value for the customer: "the golden thread you look at looks like the color of other brand stores, but in practice, its wear resistance and scratch resistance are very good, because the surface is imported glaze. Let me show you that this is the effect of three years after the application of the paving, and there is also a proof of imported glaze. If the common glaze is used, the price difference is thirty percent. "

Four, really expensive: how to better identify the real purchasing power of customers, to recommend the most appropriate products to customers, and facilitate transactions.

Such customers have a certain purpose in the home furnishing budget or brand purchase intention. Consumers of all ages have their budget plans for each major material of the house decoration very clear and direct. If the sales consultant is suitable for the product promotion and the price is suitable, the success rate of signing the bill is very good.

We know that in the Warring States period, there was a story of Tian Ji racing, which means that the order of horse racing is different, and the result of the race is quite different. In storefront sales, sales consultants need to understand the needs of products in the early and middle stages of the sale, through product explanation and demand understanding, and effectively arrange the order of products. First, recommend the latest models and new products, so that customers can be amazed, and then recommend classic models, so that customers can identify with them, then recommend the main selling section, so that customers will be enchanted, and finally push the special price so that customers can pay the bill. Each recommendation should be regarded as the last item of sales, so that the transaction can be concluded as soon as possible. If it is convenient for the graph, it will not be too laborious to make a direct introduction of the special price, nor will it make any retreat for itself.

Five, there is a reference: customers belong to the two entry customers, through the store, network, family and friends, home decoration companies and other channels, for ceramic tile products, prices and services have a relatively familiar process.

Such customers tend to be more rational. If they are interested in a particular tile or a few tiles, they will communicate with sales consultant in this way: "you see this, I see other XX brands also have, the price is cheaper than you, dozens of dollars per square." "You two colors are good, but I don't have to buy you this one. You can get cheaper on the price side." "I see that those are similar to other shops in terms of quality and style. They have demonstrated to us that I feel like visiting your shop first, and the impression is not bad. I'll buy it if your price is right."

When a sales consultant is faced with such a situation, it is necessary to know his or her own knowledge so that he can have a definite aim and win the battle. Sales consultants need to constantly understand the trend of competitive brands, visit the relevant stores of competitive brands, collect specific information about competitive brands, and in real sales, they can directly face the competing objections raised by customers.

These five price objections are part of the advanced training of sales. The latter is more difficult than the previous one, and the sales experience and skills of sales consultants are different.