Marketing Strategy: Adopting Product Demonstration Method

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

1. customer I want to buy cheaper products.

2, customers know that others have been lower. Price Purchase the goods you sell.

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

4, customers are afraid of losing money.

5, based on past experience, we know that For a supply of sth. It will benefit and make sure that the guide can make concessions.

6, customers do not know the true value of the goods, and doubt that the price of the goods is inconsistent.

7, customers want to know the true price of goods by bargaining, so as to test whether the guide is lying.

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

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

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

The objection from the customer about the "too expensive" price is very broad and the concept is vague. The shop staff can only sum up their experience in the work practice and fully recognize the truth of the objection from customers, so as to correctly and effectively handle such objections.

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In fact, any commodity, no matter what kind of 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". When confronted with such objections, avoid answering words such as "you do not know goods" or "a penny, a piece of goods".

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

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.

An important principle to be followed in store sales is to avoid premature asking or bargaining. No matter how fair and reasonable the price of goods is, as long as customers want to buy, they must pay a certain economic cost for the exchange. It is for this reason that we must at least wait until the customer has certain approval of the value of the goods before we can discuss the price with him. Customers' strong desire to buy often comes from the full understanding of the value of goods rather than the price of goods. 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 goods, then talk about prices. Otherwise, it will be easy to get into the misunderstanding of bargaining with customers.

Compare the prices that some customers think of high priced goods with those of other higher priced goods. The prices of goods you sell to customers are relatively low. By analogy, stores can also use other brands of high priced products compared with their low price products. Therefore, we should regularly collect price information from stores or competitors, so as to compare them when necessary, so as to convince customers through facts.

When there are price differences between competing products, (for example, some of our stores are higher than others), guide buyers should guide customers to view the price difference correctly from the advantages of goods, such as quality, function, reputation and service, and emphasize the differences and advantages of goods value and goods. This difference and advantage can be objective and tangible, intuitive, or man-made, invisible and unintuitive. It is necessary to make clear that the profit paid by the customer after purchase is far greater than the price paid by the customer.

Some high quality and customized goods are more expensive and difficult for customers to accept. The guide can demonstrate their advantages with some inferior competitive goods, so as to emphasize the advantages of the goods sold and teach the customers to distinguish the authenticity of the goods. After a demonstration comparison, the objection from customers will disappear immediately.