Consumers master the initiative How to improve the turnover rate of paint guides

China Paint Network
News: a packet of the same instant noodles, placed in the supermarket price is only three or four yuan, why put in the star hotel can be marked to 10 yuan, put in the airport terminal to sell, you can list 20 yuan? Visible, the price of expensive and cheap is relative, the purchase staff need to do, is to manage the customer's "psychological account", to promote high-end, high-end, high-priced products sales.
is
the coatings industry. Consumers grasp the initiative, when the market consumer demand more and more, the concept of continuous improvement, paint terminal buyers need to start from the customer psychology, grasp the psychological dynamics of consumers, in order to give timely information and products consumers want, the fastest transaction.
when customers feel that they are buying very few or fewer products, they are willing to pay a higher price for owning the product. This is also why the snow disaster in the south to a packet of ordinary instant noodles fried to 50 yuan sky-high price of the "back pusher."
, this principle has been widely used commercially. "Limited, sold out", "final deadline" strategy is "things are rare" in the commercial practical application.
coating terminal guide can subtly create this scarce atmosphere in the terminal, but also can make the customer's psychological account subtle changes, leading to the sale of high-priced products. Excellent buyers, will certainly sell high-end, high-priced products, is the successful management of customers "psychological account" experts.
the first-line personnel of the coating terminal often make a mistake, that is, when customers ask about the price of high-priced goods, the first time, without thinking to tell customers. This is a big mistake. A lot of buyers are strange, customers ask me the price, don't I answer?
fact, guide purchase from the beginning to customers say the price, is the same reason. For the paint guide purchase, we must first put their own product advantages, core selling points, to bring the benefits of the customer fully introduced clearly, to judge the customer has the intention to buy and the basic choice of tendency, and then finally say the price, it is logical, water into the canal.
storefront product line is generally different according to the target positioning, divided into high and low-grade three. For buyers, should the product be introduced in low-medium-high order, or high-medium-low order?
is a direct reflection of how to manage customers' "psychological accounts". Excellent guide purchase introduction order is high-medium-low "subtract" introduction. First introduce the most expensive products, even if the customer does not buy the most expensive products, customers will feel that the next introduction of the mid-range and low-end products will be relatively cheap, and ultimately choose to buy.
the low-medium-high "addition" approach, low-cost products can only make the products introduced later appear very expensive, the customer's psychological account has undergone subtle changes, prompting customers to abandon the decision to buy.
the general idea is to let customers do not run away, first with low-cost products to attract customers to stay in the store. Doing so may facilitate the sale of low-cost products, but invisibly increases the difficulty of selling high-end products. And the guide purchase is still una aware of, think is the reason for the high price of the product.
fact, is to guide the purchase of the wrong order of introduction so that customers feel the product price is high, to catch up with customers.
no matter what,
coating enterprises
in product sales, always need to rely on terminal sales. Therefore, paint enterprises can only get good benefits in terminal sales by improving the sales skills of product end-buyers.