How Can Clothing Sales Skills Not Allow Customers To Say That Clothes Are Expensive?

What should be done in clothes store clothes? What are the coping skills? People who do business must have such experience. When customers consult clothes, an offer is said to be "expensive". Obviously, their pricing is already no profit sales, but they are expensive by the Dao products. In this case, what do you think of the way women dress shop owners think about it? Below the autumn moon dress, ladies and gentlemen, we offer several strategies for you, hoping to help you.

Why is "expensive"?

In fact, it is generally believed that "expensive" is more expensive. What does it cost? It costs ten yuan to spend more money. We spend fifteen yuan on it. Here we have another problem. How do we decide how much a product is worth? How much is it worth? Who will decide?

After a large number of market research, we found that "how much money" is not determined by merchants, but through shopping guide products, it shows a feeling of customer mind forming a subconscious.

　 Two, how to make customers feel the value.

Since "how much money" is the feeling of customers, how can we make customers feel it?

In fact, feeling a very emotional thing, mainly to mobilize the customer's hearing, vision, touch, smell, taste and other sensory organs to allow customers to perceive, thus occupying the minds of customers. Here it is especially pointed out that the guide should plan and actively take the initiative to mobilize the perception organs of customers.

Terminal sales say that there are three types of customers:

A class of customers, customers think that your product is not worth the money, other cheap products are not too different, that is, the price is higher than the value;

B customers, your product is really good, but the price is too high, I can not afford it, the price is below or equal to the value.

C customers, your product is really good, but the price is not low, beyond my previous purchase budget, I do not want to spend so much money to buy your products, I buy a relatively cheap OK.

If customers want to feel the value, they must mobilize all kinds of sensory organs by means of shopping guide, so that customers can realize that the price of the product is less than or equal to the value of the product.

In the sales process, no matter what kind of price objection the customer puts forward, the salesperson should seriously analyze and inquire about the real motive of customers hiding in the bottom of their hearts. Only when we find out the real motive behind the bargaining, can we find the opportunity to persuade the customer and achieve the purpose of the transaction. A survey conducted by psychologists has shown that customers' bargaining motives are mainly:

1, customers want to buy cheaper products.

2, customers know that others have bought products that you sell at a lower price.

3, customers want to beat salesmen in negotiations, in order to show his negotiating ability.

4, customers want to use bargaining strategy to achieve other purposes.

5, customers are afraid of losing money.

6, customers regard the concession of salesmen as their own ingredients.

7, based on past experience, we know that benefits will be gained from bargaining, and it is clear that marketers can make concessions.

8, customers do not understand the true value of the product, and doubt that the price of the product is inconsistent.

9, customers want to know the true price of a product by bargaining, so as to test whether the salesperson is lying.

10, customers want to buy cheaper products from another, and try to cut prices for you to put pressure on the third party.

11, the customer has other equally important objections, and these objections are not related to price. He only uses price as a disguised excuse.

12, customers want to prove to people around him that he has talent.

Any product, no matter what price, is expensive. Even if you really sell it at a cost price today or even sell it for other things, there will always be someone who says "expensive". This "too expensive price" is often a customer's "pet phrase", which is also one of the most common customer objections of marketers. In the face of this objection, we should never reply to the words "you do not know goods" or "a penny, a piece of goods" and so on.

1, take precaution as the predominant factor.

According to the feedback information obtained from customers' contact negotiations, we can make a correct judgement on the price objections that customers may raise, and then take the initiative to solve the objections raised by a series of customers.

2, first value, after price

An important principle to be followed in sales is to avoid premature asking or bargaining. No matter how fair and reasonable the price of a product is, it must pay a certain economic price for the exchange as long as the customer wants to buy it. It is for this reason that at least we have to wait for customers to have a certain recognition of the value of the product before we can discuss the price with him. Customers' strong desire to buy often comes from the full understanding of the value of the product rather than the price of the product. If customers have more desire to buy, the less they will consider the price. Therefore, when negotiating with customers, we must first talk about the value of products, then talk about prices. Otherwise, it will be easy to get into the misunderstanding of bargaining with customers.

Three, compare the prices of different products.

Compare the products that some customers think of high prices with those of a higher price. The price you sell to your customers is relatively low. For example, put "cheap" clothing next to the "expensive" products, so that customers can be able to compare the quality of products.

Four. Price decomposition method.

If possible, we should try to quote a smaller unit to hide the "expensive sense" of the price. For example, if you take a set of 3600 yuan wedding photo, you can reduce the quotation unit to only 10 yuan per day, and you can have a set of exquisite and elegant wedding photo in a year. This reduces the number of units. And like a match of one yuan, the quotation will be reduced to a box of 0.10 yuan. These are typical examples of price decomposition. When customers hear different forms and offer the same price, their psychological feelings are quite different. They will feel that the price is cheap and the attraction is large, thus facilitated the transaction easily.

Five, guide customers to view the price difference correctly.

When there are price differences between competing products, (for example: this dress is 50-100 yuan higher than other houses), marketers should guide customers to view the price difference from the advantages of this set of clothing (such as quality, function, reputation, service, etc.), emphasizing the differences and advantages between product prices and products, and this difference and advantage can be objectively visible, tangible and intuitive, and can also be invisible and invisible.

Six. Adopt product demonstration method.

Some refined and famous brand products are more expensive and difficult for customers to accept. Salesmen can demonstrate their superior products with some inferior competitive products, so as to emphasize the advantages of the products they sell, and teach the customers to distinguish the authenticity of products. After a demonstration comparison, the objection from customers will disappear immediately.

The objection from the customer about the "too expensive" price is very broad and the concept is very vague. The salesperson only has to sum up his experience in the work practice and fully recognize the truth of the objection from customers, so that he can handle the objection correctly and effectively.

The above points are the techniques of how to keep customers from saying "expensive" in the daily operation of women's wear shops. Of course, in the management of women's clothing stores, we will encounter various problems. As long as we master the skills, I believe our store business will be better and better.