The Strategy Of Shopping Guide Negotiation Price

The three word customers often say is: it's too expensive.

Even if customers can afford it, they often say "it's too expensive", because they want to make it cheaper again. They hope that they can make more concessions.

In the face of these three words, shopping guide is easy to fall into passive, some say not expensive, some say value for money, some say it is a little expensive, some smile slightly.

In short, there are many ways to deal with this problem.

The fridge of 4960 yuan belongs to the high-end refrigerator. It seems to be expensive for the ordinary people. The other refrigerators are generally about 2000.

So the shopping guide here concealment the price disadvantage with the advantage of value, and full of confidence: but our refrigerator is good.

Next, we must emphasize where is good, especially what customers like.

In this way, it is easier to capture the hearts of customers.

Customers want to go, shopping guide to customers, or you first sit, I will ask our leadership.

This is a very common negotiation strategy.

Here is a very important strategy, which is not listed alone, that is, we must know how to "retain" customers.

Customers need to stay in the hidden meaning, if customers feel good about the product, your retention may make the paction half done.

Customers often leave because the price can no longer be favorable. At this time, the shopping guide must retain customers and solve it through rediscount or asking for leadership.

The strategy of asking for leadership is superior power strategy.

If the shopping guide says, then I give you a discount of 100 yuan, then things may become more troublesome, customers know that shopping guide has price power, will continue to ask for concessions, and finally not be unable to clinch a deal, that is, the profit is too low.

Shopping guide must believe that customers are all good negotiators.

In the strategy of superior rights, this "superior" usually can not appear, through telephone or false application.

Here, the "third party strategy" and "superior rights strategy" have been used one after another, so the director has appeared.

The director himself came over and gave a 4800 base price, indicating that the director of internal affairs of Gome and

The cooperation is relatively tacit, and at the same time shows that the customer attaches great importance to the customer's attention.

Later, the customer offered 4650, the director agreed, maybe the price authority was only the director.

The price power distribution between the director and the shopping guide is different. For example, the shopping guide has only 100 yuan of preferential power, the director can have 200 yuan preferential power, and the customer's request exceeds 100 yuan, then third parties need to intervene.

Price concession is a tactic. If concession is not in place, customers who are very skilled in negotiation will have problems. They will not be able to make a deal, or the profit will be very low.

Let's take a look at the price concession process in this case: 4960 - 4870 - 4800 - 4650.

From the initial quotation to the "activity price" of the shopping guide, to the director's "bottom price", to the final paction price, the first concession was 90 yuan, the second concession was 70 yuan, and the third time concession was 150 yuan.

This is a very dangerous concession strategy.

Customers see more and more concession, and do not know how much space they can make.

Therefore, the best concession should be diminished concession and the "distance" of concessions.

In contrast, the price quoted by customers is very strategic: the first time plus 100 yuan, from 4500 to 4600; the second increase is 50 yuan, from 4600 to 4650.

In fact, customers add 30-50 yuan is no problem, but here is a good price negotiation skills.

All are greedy, always asking for continuous concessions.

On the basis of determining the paction price, the customer is very smart. He immediately says that he wants to give a gift, which means "no gifts, no buying." it seems that the customer is a good negotiator.

Nowadays, shopping seems to be a situation where no gift can not be sold.

The customer knows that the wool is on the goat, but it still needs the gift. Because you do not, the merchant will not give you any discount.

Gifts are often a boost to the paction.

Strength plays the role of sales promotion.

Now that customers are turning to gifts, it seems that the function of gifts has changed and become a necessity for customers.

At this point, shopping guide is no choice, no matter what gift, we must show a drop.

Fortunately, the resource pfer ability of shopping guide is strong enough to get a gift from other brands.

Of course, shopping guide often has a very effective way, that is sympathy method, customers often feel too soft, and give up the demand for gifts.