How to overcome the psychology of expensive customers

They said a lot I don't know if you understand it, I'll say it in my own words, I hope it can help you!

You have to understand the psychology of this kind of customer who thinks that the car you sell is expensive

If you stand in their position and think about it, their psychology is not absolutely resistant to buying your car, but that you have not impressed their consumption psychology

What is the psychology of consumption, want to buy a good thing cheaper, but now people also have to look at after-sales service, safety and gift customers, as long as you can catch this kind of customers, your performance will go up, when you introduce you to sell the car, don't start with the price first, start with the performance of the car, observe the customer's reaction, they are interested, continue to ask customers a few questions at the same time, such as what car they have driven before, pay attention to the performance of the car, etc., the way of questioning needs you to summarize the past experience.

If the customer is interested, he should introduce more to his needs, and if he has cared about a certain performance, then magnify the performance he cares about

And the services that you provide, the services, the maintenance, the gifts you give, in short, you have to make the customer feel that you are thinking about them and working for their benefit.

If the customer is very interested in your car at first, and the ** is too high, then it depends on what kind of person to decide how, such as a customer who has already purchased the intention, you can say: the safety and service we provide, you don't want to discount it, to say it in a joking tone.

For the hesitant customer to ask the first question, you first say: I will get you the lowest discount, delay them, and at the same time let them feel more about the performance they like, most customers will still buy your car

In short, sales requires understanding and experience!! As long as you study diligently and always ask for the experience of your predecessors, there will be times when you feel successful

I think doing sales is doing service. Sincere service is the premise of everything, not only to complete the sale, but also to make the customer feel worthwhile, and willing to become friends with you, introduce customers to you. In response to the phenomenon you mentioned, the following comments may help you:

1.Emphasis on value for money.

2.Reasonable amplification and focus on the advantages and quality of the product. Give customers the feeling that they get what they pay for.

3.Instill corporate culture to customers and promote high-quality services in the later stage. Increase the added value of the product.

4.Inject connotation into the product itself, and paint a beautiful picture of your car to the customer.

Hopefully, my advice will help you.

First of all: the most important thing is that we should sincerely try to think about everything from the customer's point of view in sales and service.

Merchandise display section:

1. 85%-100% of the goods should be within reach.

2. **The display height of the product (main commodity) is.

3. The store display is the main product on the right from the customer entering the door, the opposite side is the product of interest, and the left side is the secondary product.

4. Customers can see the bottom at a glance when they enter the door.

The purchase part of the customer:

1. Customers are interested in buying 3-5 meters or 5-10 seconds, referred to as 3 5 meters rule.

2. 60% of customers will turn right when they enter the door.

3. The entrance of the customer should be bright, and the shopping guide should be busy and excited.

Service skills: It is more important to give customers a good ending than a good beginning, send customers first and then welcome new customers.

Other contents: 1. A good window.

2. The ground should be good and clean.

3. A good desk or cash register.

4. Put a good sofa (coffee table) and chairs.

5. Arrange a bouquet of flowers.

Second: In the sales process, the shopping guide should pay attention to active listening and understand the real needs of customers.

1. Don't speak too fast.

2. Don't treat customers as dissenting people.

3. Don't react too much.

4. Don't repeat too much.

Requirements: 1. Focus on the eyes.

2. No crossing.

3. Expression synchronization.

4. Affirmative response.

Third: do a good job in after-sales service and deal with customer objections.

1. Start with a friendly attitude.

2. Be sympathetic to the thoughts and desires of others.

3. Respect other people's ideas, don't say, "You're wrong", that is, have a "buffer".

4. The only way to get the benefit of arguing is not to argue.

5. Make customers feel happy to do what you say.

Fourth: Praise customers appropriately, never speak ill of competitors, and retain old customers.

1. Let customers feel that their choices are tasteful.

2. The cost of retaining old customers is only 1 5 of the cost of increasing new customers.

3. Conduct relationship marketing, establish a long-term and stable relationship with customers, and maintain long-term profits.

In short, all of our marketers can see that the market is ever-changing, and we should continue to study the details of sales and truly realize that "details determine success or failure".

In addition, it is necessary to choose different sales methods for different customers, and adopt targeted personalized sales for different customers, so that they can change from active to passive

Market positioning, your car may be more expensive than other cars, then the customer base is positioned in high-end customers, (Bill Gates will not buy Xiali, beggars will not buy BMW).

The top is in a good position, okay, so the so-called expensive price represents the ** aspect, and it can also be said to be the cost of buying this thing. Cost - buy a car of hundreds of thousands, then if you don't sell the customer may delay their business, lose the opportunity, the loss cost may be hundreds of thousands, you say he doesn't buy it, this is the opportunity cost he lost, and other costs such as time cost. To use an analogy:

An iceberg is in the sea, the volume of exposed ice is always less than the volume of ice underwater, and ** is the ice on the horizontal plane, the opportunity cost, the time cost is the ice under the horizontal plane, and the volume of ice on the level of an iceberg accounts for 20% of the total volume, but the volume under the horizontal plane accounts for 80%, what do you say about it, who should be under the volume should be discovered by you and tell the guest, when he understands it will have to buy, but let me not forget the competitiveness I mentioned first, if you are not competitive, I don't need to talk about that. Got it!

Different ages, different genders, different types of customer consumption behavior have their own characteristics, the salesperson of the store is only very proficient in mastering the knowledge of consumer psychology, accurately grasp the customer's consumption psychology when communicating with customers, understand the customer's preferences and value orientation through communication, customers pay attention to brand awareness or quality first, pay attention to the use effect or value gifts, believe that the salesperson or recommend or choose independently, through the communication with the customer to find the customer's weaknesses, clear what the customer wants to cleverly promote. Achieve a win-win situation of "customers are satisfied, stores have high performance, and salespeople have high incomes". The vast majority of store clerks do not "know" the minimum professional knowledge, so how can they master more professional knowledge of consumer psychology?

Building a team of expert consultants and salespeople is the secret magic weapon to surpass competitors in the future. Different types of customers maintain their own consumption characteristics. Their ease of accepting new things to accept new concepts, for fashionable customers must emphasize the latest technology, the latest concept and is just on the counter of new products, the latest products, the latest concept of the most advanced skin care concept, to meet the urgent psychology of customers to stimulate the desire of customers to have immediately, customers will immediately open a bill to pay money to buy products, because fashionable customers are not sensitive to the brand.

The pursuit of thrift and resistance to waste of consumption concept, pay special attention to the actual effect of the product before and after the use of changes, there must be a successful example or personal experience, that is to say, most of the customers in the use of the choice, willing to follow the back of others jujube travel sedan car for a safe consumer psychology, easy to choose the market more mature old products, for practical customers must emphasize that the product is an old brand, many people in use and the use effect is very good, so that customers can dispel doubts and rest assured to buy products.

How to gain insight into the psychology of customers, we must first understand the psychological activities of customers. The psychological process of the customer is basically like this: contact and confirm how the company --- curiosity about what this product is like--- interested in listening to the salesman's explanation--- understand and be familiar with the product--- whether they need to psychologically assess whether they have --- questions, and ask their worries and questions they want to ask--- judge where to go, what is the result, he will reply to the result he thinks.

We can judge what level our mystery customers are based on these basic factors. Whether you like or dislike the product we are promoting, and whether you need to return it.