Salesperson eloquence skills training

Chapter 61 Price dispute settlement law

"Eloquence Book"

Customer: "This price is still too high, we still can't accept it."

Salesperson: "Have you ever had the experience of buying cheap goods? Or have you seen someone buy low-quality goods at a low price?"

Customer: "It did."

Salesperson: "Everyone knows that 'you get what you pay for'. It must be uncomfortable to spend money to buy inferior products. In fact, for those who spend money, not only the goal of saving money is not achieved, but It will bring more troubles. Our company's products believe that you have already had a profound experience, this product..."

Analysis During the sales process, salesmen will inevitably encounter many disputes about price issues.Customers will often take the trouble to bargain with you. Even if you have already lowered the price of the product, the customer is still dissatisfied and hopes that you will lower it some more.Therefore, for this kind of objection, the best solution is to transform the objection into the recognition of product value, as in the above case, so as to dilute customers' sensitivity to price.It can be said that price disputes are often the core issue of customer objections, and many other objections raised by customers revolve around price issues.Often the stronger the customer's desire to make a deal, the more they will strive to obtain a lower product price. Therefore, the salesperson does not need to worry too much. When a customer emphasizes the price issue, it means that his inner desire to buy is already quite strong.At this time, what the salesperson has to do is to convince them that the value of the product is in line with this price. If this can be done, it will not be difficult to persuade customers to make a deal.

Salespersons should pay attention, when the customer refuses to relax on the price issue, you can't focus on the price issue because of this, it is easy to be led by the nose by the customer, and it is easy to fall into the vortex of price disputes and cannot extricate yourself.

If the salesperson wants to eliminate the customer's objection about the price issue, the best way is to divert the customer's attention to other issues.Shift the customer's focus from the value issue to the product value they are more interested in.

This transfer method is more suitable for sales activities that are difficult to highlight price obstacles. When you cannot continue to make concessions on the price issue, the customer continues to raise objections around the price issue, or when you have already discussed with the customer on the price issue. It took a lot of time but no objection was reached.At this time, the salesperson needs to find a way to shift the customer's attention to other agenda items that the customer is more interested in. In the specific implementation process, methods such as active inquiry and guiding instructions can be used.

If the customer has no problem with the value and other agenda items, the key issue now is the price objection. At this time, the salesperson can use the price decomposition method to eliminate the customer's objection.In actual operation, there are two commonly used decomposition methods: one is the difference comparison method, and the other is the integer division method.The specific implementation methods of these two transaction methods are as follows:
(1) Difference comparison method
When a customer expresses strong dissatisfaction with the price of the product, the salesperson can use an appropriate method to ask the customer to say what they think is a reasonable expected price.Then compare the price of your own product with the price proposed by the customer, and then make a fuss about the difference.Compared with the total amount of the product, the difference must be much smaller, and this figure will not cause more pressure on customers.At this time, it is relatively easy to use this difference to persuade customers.

This problem is divided into two parts: one is to guide customers to state the expected price, and the other is to effectively persuade the difference.These two parts are indispensable, if one of them is not in place, it will lead to the failure of the transaction.

Customer: "The price is too high, far beyond my budget."

Salesperson: "So, what price range do you think you can accept?"

Client: "Our maximum budget is 5000 yuan."

Salesperson: "That's 1000 yuan different from our quotation. Would you give up such an excellent machine because of the 1000 yuan price difference? What's more, our advanced machine will increase your benefit by 200 yuan per month. That is to say, you can earn back the price difference in less than 5 months after buying this machine. Are you planning to give up the huge benefits this machine will bring you?"

(2) Overall decomposition method
This method is simple in practice, but its effect is so obvious that it is often used by experienced salesmen.When using this method, the salesperson should focus on the points of interest that customers are more concerned about, so that it is easier for customers to agree with the value of the product.

Customer: "The design and quality of this house are good, but the price is too high."

Salesperson: "The price of this house is about 80 yuan, and the property right period is 80 years. In fact, you only need to spend 1 yuan a year to live in such a high-quality building. If you live in it for 10 months a year, It only costs 1000 yuan a month, so please do the math, how much will it cost a day?"

Customer: "About 33 yuan."

Salesperson: "Yes, it's only 33 yuan. Are you willing to give up this enjoyment of life for 33 yuan a day?"

Eloquence
The most fundamental problem in resolving price disputes is to make customers feel value for money.

Difference comparison method and price decomposition method are the main methods to resolve price disputes.

Diverting the customer's attention to other agenda items can effectively eliminate customer objections.

Effectively decompose the product price at the right time, so that customers feel that buying your product is actually a very small price in exchange for a very significant return.

(End of this chapter)