Eight Tips For Customers To Bargain

Haggle is the standard action that customers almost do during the purchase process.

In the face of haggle, shopping guide needs to know some psychological characteristics of customers, and at the same time, master some coping skills.

First, customers bargain skills: pick stones inside eggs.

In order to make shopping guides at a disadvantage of price game, customers often hesitate to pick stones in eggs, for example, they will point out certain problems of commodities.

Analysis:

In the face of customer's fastidious, shopping guide must remain calm and not confused. First of all, we must correctly understand this situation:

1, there is no perfect commodity, it is normal to have shortcomings, but the advantages are also objective.

2, customers can only find relatively perfect.

;

3, looking for customers to buy points, if there is nothing to do with customers, there are more disadvantages than that.

4, customer picking is a normal phenomenon, indicating that customers care.

Coping strategies:

1, shortcomings turn into advantages, at least turn into characteristics.

2, use other advantages to offset the disadvantages.

3, if we have not yet understood the needs of customers, we should guide our customers' concerns to the "plan that suits us".

4, dig deeper into the needs behind the problem and find out the value that commodities can meet their needs.

Two, customer bargain skills: interest temptation

Customers know what the shopping guide needs most (of course, it is a deal), so they will use the way of temptation to buy a preferential policy.

Analysis:

Temptation is just a poisonous apple that customers pass to guide shopping. It looks delicious and extremely toxic. If it is not accepted, it will bring serious consequences.

Therefore, the guide shopping in front of temptation, we must stick to it, do not mess up.

We must remember:

1, customers like low prices, but they are most afraid of arbitrary prices.

2, the real price is the starting point for customers to buy.

Pay attention to the following methods:

1, emphasize the seriousness of price;

2, strengthen the sense of commodity value.

Three, customers bargain skills: emotional offensive

Moving with affection is one of the rules of gold price cutting.

The emotional foundation between customers and shopping guides is generally weak, but customers can think of many sources of affection: I have been here several times, I have bought your family before, and we talked so well, I think you are good enough to buy your home.

Analysis:

The relationship between shopping guide and customers should be emotional. The answer is yes.

Emotional communication will be more slippery and softer, and shopping guides will often use emotional methods to promote.

。

However, this sentiment can not be established on the basis of discount and preferential prices, but should be based on quality products.

And service as the core.

Coping strategies:

1, express empathy, fight poison with poison;

2, emphasize the value point and strengthen the interest;

3, praise its vision, lock the choice.

Four, customer bargain skills: relationship

Customers often use various "relationships" to exchange price space in front of shopping guide, such as "I know your boss, I also do this business, eight hundred years ago is a family".

Analysis:

Can relationship become an important factor affecting prices?

Generally speaking, the internal price is because the relationship affects the price.

However, the price should be the figure of value, that is to say, price and relationship should not be related to itself.

Shopping guide needs to explain this to customers, and at the same time, use the established policies to give the other party certain steps.

Coping strategies:

1, strengthen relations and stimulate empathy;

2, emphasize value and strengthen its choice;

3, give policy to both sides.

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Five, customers bargain skills: fight hard to get away with it

When customers try to win the price space, they often use "to leave" to "threaten" the shopping guide.

Analysis:

Customers buy goods not for saving money.

The reason why customers take this extreme approach is the distrust of prices and the pursuit of price performance ratio.

Therefore, to deal with this situation, first of all, let the customers believe that the price is in the end, which will weaken the power of its bargain. Secondly, do not forget to remind them to pay attention to the commodity, and strengthen the close relationship between the commodity and its demand. Finally, do not forget that "the seller is holding the power to refuse sale".

In addition, shopping guides must have a good card, which can be erased and can be used as a gift at the last minute.

Coping strategies:

1, firm prices, weaken the power of bargain hunting;

2, emphasize value and strengthen its choice;

3, fight poison with poison, dare to give up customers;

4, show the cards, forcing customers to choose.

Six, customers bargain skills: capture the thief king.

In addition to the normal promotion policy, there is still a certain room for profit.

This space can be prepared for relationship customers or for special customers.

When the shopping guide is unable to make the price, some customers will immediately think of his store manager, manager and even his boss.

Analysis:

Inexperienced shopping guides will feel lucky at the moment and feel that they have finally left the conflict center.

When he exposed his superiors to customers, the whole sale became more passive.

The right thing to do is:

As far as possible, do not expose the "rear". The shopping guide must not give in. Even if the customer is required to contact with the superior, they should use some methods to prevent them from getting face-to-face contact unless they want to throw out the last trump card.

Seven, customers bargain skills: dead and dirty

If customers sometimes buy because of the perseverance of shopping guide, the persistence of customers can still make the shopping guide surrender.

Some customers believe that the price reduction space is like the water in the sponge, and there will always be crowding.

Therefore, in order to get a bigger discount, they will adopt the tactics that are close to the dead and dirty, and do not give up until they reach their goals.

Analysis:

Never be annoyed by persistent customers. This is a customer who nails nails on iron plates.

Such customers have actually accepted commodities, many of them are deeply in love, and price is no longer a key issue.

Or hoping to save a little bit, or just to get the satisfaction after conquest, they are so persistent.

To receive such customers, we should pay attention to:

1, keep warm and don't let the cooked ducks fly away.

2, consolidate the value and solve the problem with value is the kingly way.

3, insist on price, the easiest thing is more than care;

4, take a step back, bottom card to meet customer's wishes.

Attention: when we sell the cards, we must tell the customers that the discount is hard won, so as to prevent them from "taking advantage of their advantages" or "letting customers pay for the privilege", such as paying more money, paying in advance, buying more goods and helping customers.

Eight, customer bargain skills: Three Goods

The comparison between similar commodities can give some pressure to the shopping guide, especially when the commodity is more similar and the price difference is bigger, the pressure will be greater.

Customers will question the purchase of "a certain brand sells for 99" or "one of you only sells 99" or "you last sold 99" and so on.

Analysis:

Behind the price is the value. Price changes are the price changes that can be made because of the different commodities, or under certain circumstances, which require the customers to pay the price.

Therefore, the so-called contrast is only a comparison of similar commodities or similar time, so long as there are differences, there are different reasons for the price.

When customers ask questions, shopping guide only needs to show clearly the value of differentiation.