Terminal Shopping Guide Skills: Dealing With Customers' Psychological Accounts

The evaluation criteria for terminal guides or promoters can sell high priced products and expensive products, and are excellent terminal personnel.

Because selling high priced and expensive commodities is very beneficial to manufacturers, businesses, customers and shopping guides.

Expensive products are generally products with better quality and better configuration. The quality is guaranteed. The profits of the manufacturers are generally relatively high.

It is also much larger than the low price product, and the high quality products are guaranteed by quality, the pressure of after-sales service to the business is much less, and the trouble is much less. For the customers, the high quality products will be high in quality because of the good quality; for the guide, not to say, the sales promotion is linked to the sales, the more expensive the sale is, the higher your contribution.

This is a good situation of "four wins".

But the reality is that they will push and sell high-end products.

There are very few excellent terminal staff.

This argument is full of words: "the price of this product is too high for customers to accept, and it is hard to sell".

Is that really true?

In fact, expensive and cheap, for customers, is a relative concept.

There is a psychological account in the mind of customers, which is free and cheap in the psychological accounts of consumers.

Products that are expensive can be sold even if they are promoted.

Cheaper products will not be promoted, nor will they be sold.

Give a few simple examples: Nike shoes are sold in the exclusive store, the price can be hundreds or even thousands, but the same shoes are priced at 20 yuan in the free market stall, and some people may be too expensive to sell.

A bag of the same instant noodles, put in the supermarket, the price is only three or four yuan, why put in a star rated hotel can be marked to 10 yuan, in the airport waiting hall to sell, you can make a price of 20 yuan? In the early years of the early years of the Southern China rare snow disaster, a pack of instant noodles sold to the sky price of 50 yuan and someone to buy it? It can be seen that the price is expensive and cheap is relative, terminal personnel need to do is to manage the customer's "psychological account", to promote high-end, high-end, high priced products sales.

Terminal shopping guide is very skillful, especially how to deal with customers' psychological accounts, which is a test for the shopping guide.

Salesmen, especially the buyers and promoters on the front line, have an instinctive fear of selling high priced goods.

Afraid to recommend expensive products and high priced products will scare customers away from the store, not be able to clinch a deal, or lower the turnover rate.

Generally speaking, a shopping guide or a salesperson is used to introduce products with low price and relatively moderate customer resistance. It is considered that the customer acceptance is relatively high, the recommendation is relatively easy, and the turnover rate is high.