How Can Customers Be Asked To Pay For Them? The Costume Boss Taught Me Another Trick.

Many salespeople are worried about price, because customers are always picking on the price of goods. In fact, there are only two possible reasons why customers will not buy because of price.

1, there is no equivalent consumption capacity.

2, have the ability to consume, just feel that your goods are not worth the price!

Expensive and cheap, for customers, is a relative concept. Every customer has a psychological account in mind, which is freely convertible in the psychological accounts of consumers.

How should we deal with customers who are critical of commodity prices in the sales process of clothing stores? How can customers be allowed to pay the bill? Now let's take a look at the following skills:

　 First, the order of price introduction - first value, then price.

One mistake often made by the front-line workers is to tell customers when they ask the price of high prices for the first time. This is a big mistake.

Make a figurative metaphor:

When men and women are in love, if one side sees the first side, the first sentence says, "marry me." The other party must be surprised: I don't know anything about you yet. Is there something wrong with your brain? There is no chance of the second meeting.

Actually, the guide price is the same for customers at the very beginning. 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.

Speaking of 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 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 have to defuse it skillfully.

Two, product introductory sequence first introduce high priced products.

The product line of a shop is generally divided into three categories: high school and low grade according to the target location. For guide buyers, should we introduce products in low, medium high order, or high, medium and low order products? This is a direct reflection of how to manage customers' psychological accounts.

The introduction of excellent shopping guide is high, medium and low "subtraction" introduction. First introduce the most expensive product, even if the customer does not buy the most expensive product, the customer will feel that the middle and low end products will be relatively cheap, and ultimately choose to buy.

According to the low medium high "addition" method, low price products can only make the products introduced later appear very expensive, and the psychological accounts of customers have undergone subtle changes, prompting customers to give up the purchase decisions.

The general idea of shopping guide is to attract customers to stay in stores with low price products in order to keep customers away. This may promote the sale of low-priced products, but it increases the difficulty of selling high-end products.

Three, things are scarce and expensive -- creating scarce atmosphere.

When customers feel that the number of products they purchase is very small, or they will be less and less, they are willing to pay higher prices for their own products. This is why the big snow disaster in the South has fried a packet of ordinary instant noodles to 50 yuan sky high price.

In fact, this principle has been widely applied in business. "Limited number, sold out" and "last deadline" strategy are commercial applications. If the terminal shopping guide ingeniously creates this scarce atmosphere at the terminal, it can also make subtle changes in the psychological accounts of the customers, thus facilitated the sale of high priced products.

　 Four, enhance the sense of commodity value -- enhance the image of the store.

It is difficult for customers to bargain for a packet of instant noodles at a star rated hotel or airport. Although the customers are very aware that the price of the instant noodles has completely deviated from its value, it is a powerful environmental force. Is it too expensive to bargain at expensive establishments such as star hotels or airports? Their grades and grades are too low, they will be laughed at and despised by others.

From this example, we can see that the sense of value of shop image can enhance the sense of value of goods and reduce the sensitivity of customers to high prices. Therefore, dealers do not want to save a few small money, rather than shop front door and interior decoration style, decoration grade, display of goods. Customers often judge the brand's strength and grade according to the size of the shop front, the grade and the luxurious degree of the store decoration. It is natural for high-end shops to sell high priced products on customers' potential psychological accounts. The pricing of high priced products in these high-end establishments is reasonable.

Customers, whether intentional or unintentional, bought a single premium environment. The same is true for store personnel. The tip of a customer to a five star hotel doorman or waiter must be higher than that of a low star hotel. The reason is the service image of the service staff of the five star hotel, and the service quality is definitely the highest. To highlight the professional image and service quality of the shopping guide can also be added to the customer's psychological account.

Five, how to make customers feel "buy value"?

Hearing is false and seeing is believing. It seems that the value is the true value. Customers believe most of their eyes, so products want to sell a good price, we must let customers feel "value".

1, make the store look "worth".

Let store look "value" in the following aspects: door image, shop decoration should be in place, door clean, store and shelves should be neat and clean; shopping guide's mental outlook is positive.

(1) the image of the head is good.

2. Clean and tidy doors;

The spirit of shopping guide is positive and upward.

2, let shopping guide look "value".

Let the shopping guide look "value" including two aspects:

First, the spirit of shopping guide is good.

Second, the degree of specialization of shopping guide is high.

For specialization, form is more important than content. If customers judge whether the guide is professional, they will examine from appearance, dress, props, words, and smile.

3, let the display look "value".

Product display is a university question, and display emphasizes "vividness". The display techniques also include the use of lights, the use of POP posters, the use of piles, the use of central islands, and the setting of props.

4, let the props look "value".

Shopping guide should learn to use prop marketing, that is, use corresponding props to foil and prove the value of products. Props include product manuals, customers' messages and commendation letters.

5, let the voice sound "value".

Talking about marketing is very important, "special, excellent, profit and card" is a commonly used method in word marketing.