How to deal with cabinet sales "bargaining army"

The vast majority of sales, to the end, always because of price factors affect the purchase decision, so it seems that the price factor is a very important consideration when many cabinet consumers purchase. Therefore, the good treatment of price objections and the final persuasion of consumers are the art that sales terminal personnel need to learn.

Why is price disagreement so important in the sales of cabinets? In fact, in general, most furniture consumers have almost exhausted all their savings when they buy a house, and even have large sums of money. When they actually renovate a house, Most of them are already in economic recession, the funds are not loose, and the decoration process is relatively long. It is very time-consuming and labor-intensive. Therefore, they hope that they can minimize expenditures in the purchase of home building materials, and at this time they can give them The greatest comfort is to spend as little as possible on buying good things. Then the price factor naturally becomes their last line of defense.

In this careful analysis, we find that if we compare sales to a war, then the price factor is definitely the last line of defense for consumers. As long as this position is won, the deal will naturally come to fruition. Then how to win the price position, how to deal with price objections is the topic to be discussed today.

Talk about shaping product value before talking about price

In order to allow customers to minimize the bargaining price when negotiating prices, we must first shape the value of the product well before the price negotiation. Describes the history of the introduced product name, describes the concept of product design, vividly tells the story about the product, introduces the material characteristics of the product, the processing process, and the performance indicators of various technical parameters; summarizes the characteristics of the selling point of the product and tells the customer the product Can help solve any problems, relieve what worries, etc.; Finally, we also need to lead customers to experience and experience products and fully stimulate customers' desire to purchase. Consumers always feel that something is too expensive at the time of purchase. The fundamental reason is that he thinks it is not worth. Through the above strategic process, the value of the product has been molded. Consumers have a full understanding of the product and the inner value of the product is also More enthusiasm for identity, the heart of the bargaining expectations have also decreased.

Transfer positions, first determine other aspects

To make a deal, you must go through price negotiation. At this time, you will never be able to evade the question. But every time when consumers ask about prices, we must never blurt out the quotation. Instead, we must first confirm whether the consumer is responsible for all other aspects of the product. All agree, such as style, brand, quality, etc. If consumers do not agree with any of these aspects, even if you give the lowest price, he will not buy it, so you must first pay attention to other aspects of price transfer. Consumers have already agreed to talk about prices again.

The first offer definitely does not break the bottom line

Consumers buy what products like bargaining, home building materials products is even more so, after mastering the consumer's consumption characteristics, our quoting strategy must be careful. Since no one consumer will immediately pay for our first offer, our first offer must not be able to break the bottom line. Instead, we should leave enough room for ourselves to retreat. Always pay attention to preparing for a protracted battle with consumers.

Hold the position and never hurt the lighter

According to the habit of consumers buying home building materials, most people will eventually purchase the bargaining at least 3 times or more, so we can't think that it is because the consumers are always bargaining that consumers are not willing to buy and they give up. Price negotiation process.

At this time, we need to carefully consider the counter-offer strategy, maintain a certain counter-offer gradient, and report prices at least three times to get closer to our bottom line. If we are close to the bottom line, we cannot continue to be bargained, and we should not be bargaining. Stay at this price, or try other strategies. Otherwise consumers will think that there is a lot of negotiation space for your price.

Close to the bottom line, giving a gift to comfort

At this time, the price negotiation is already close to our price bottom line. If there is less price, it may eventually break through the bottom line. However, it seems that a lot of price consumers are not satisfied with it. It is difficult to close deals, so we can strategically send some small ones. Gifts to meet the consumer likes to take advantage of the state of mind, in order to make up for the status quo can not be low, but also give enough consumer face, let it happy in the expansion of vanity happy deal.

Loss of position, please lead the debut

When the prices are close to the bottom line, sales staff prices can no longer be reduced, some consumers still do not give this gift to send small gifts, then you can only ask the leadership to debut, and here may be some friends will say, breakfast soon Is it better for the leaders to give out the direct price? In fact, when consumers purchase home building materials, once they look for this product, of course, it is hoped that the lower the price, the happier, and the leader will play early. That is what people can say. , so that the price of retreat is very small, it is not conducive to the final transaction. Therefore, when the subordinates are making every effort to return to the sky, it is more appropriate for the leader to appear. At this time, he gives a little price concession, and consumers are relatively willing to accept it.

Make a profit, reduce the number of erased fractions

When buying home building materials products, sometimes consumers have already accepted your prices, but when they actually pay, they often do not necessarily have unimpeded access. There may also be a wave of three-and-a-half times killing Cheng Chengjin. Suddenly asked to erase the fraction, in order to reduce the occurrence of this situation, so we have to pay attention to the counter-offer at the same time, to make the counteroffer to consumers into a relatively auspicious number, such as 6,8,9 and the like Numbers, but also to clearly tell consumers that it feels a bit strange to erase the Geely numbers, so give up the idea of ​​erased fractions, sales to achieve sales as much as possible.

Seize the consumer's psychological characteristics of consumption, make good use of 7 price objection handling strategies, and move the artistic charm of the deal forward and backward freely. The price of this defense will eventually be won by us. When the customer agrees with the price, the transaction is already Hand to hand. Learning to deal with price objections is actually a reflection of the practice of art.