Terminal Retail Must Deal With Customer'S Psychological Account.

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 of better quality and highly qualified products. The quality of the products is generally guaranteed. The profits of the manufacturers in the high-end products are generally relatively large. The sellers are selling more expensive products and higher quality products, and the profit margins are much larger than those of the low priced ones. Moreover, the quality of the high-end products is guaranteed, and the pressure on the after-sales service of the products is much smaller and much less trouble. For the customers, the quality of the high-grade products will be higher because of the good quality and the satisfaction of the customers.

This is a good situation of "four wins".

But the reality is that there will be very few excellent terminal staff who will push and sell high-end and high priced products.

The terminal is full of such argument: "this product price is too high, the customer simply cannot accept, is very difficult to sell".

Is that true? Actually, expensive and cheap is a relative concept for customers.

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.

Here are some simple examples: Nike shoes are sold in exclusive stores.

It 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 it in a star rated hotel can be marked to 10 yuan, in the airport waiting hall to sell, it can be marked 20 yuan? In the early years of the southern China, a rare snow disaster, a pack of instant noodles sold to the sky 50 yuan, and people 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.

The sale of high priced products.

Many shopping guides are strange.

Ask me the price, don't I answer? Give an image metaphor.

When men and women are in love, if one side sees the first side, the first sentence says, "marry me."

The other side must be surprised: I don't know anything about you yet. Is this person neurotic?

There is no chance of the second meeting.

In fact, the end of the shopping guide to customers at the beginning of the price, is the same reason.

When you are in love, you must first introduce your situation: work unit, family status, income level, hobbies and so on. After two years of interaction, the two sides fully understand each other before they can get married.

"You marry (marry me)" is definitely the last thing to say.

For the terminal shopping guide, it is also a "mini" process of making love with customers: we must first fully introduce the advantages of our products, core selling points and benefits to customers, and then judge the customers' purchase intention and basic choice tendency before we finally tell the price.

If the customer does not know your product and your product has a high price tag, the customer will be too expensive.

For customers, the easiest thing they perceive and judge is the price of the product, so they care about the price and the price is natural.

For the excellent terminal shopping guide, we need to defuse it skillfully?