"Don't give away, less money is OK." in the face of such customers, 90% of the shopping guides are wrong. What should you do as a shopping guide at this time? Let's take a look at a practical script!
In order to attract customers, promote sales and effectively attract old customers to consume again, many companies will take preferential measures such as gifts to attract customers. These measures can also play a certain role in promoting sales, but it is also easy to attract customers' objections.
So, what should we do if the customer asks to convert the gift directly into cash or direct low price?
Common coping methods
(1) Sorry, the gift is a gift. It can't be exchanged for cash.
(2) I'm really sorry, but the company's policy forbids it.
(3) I'd like to, if I can, but it's impossible.
Scenario analysis
1. What's wrong?
? the first kind of answer is obviously too straightforward, which can easily make customers feel uncomfortable.
? the second answer puts the responsibility on the company, which can easily damage the company's image.
? the third kind of answer is more serious. It is ironic and easy to annoy customers.
2. How to change thinking?
As an excellent sales consultant, when the customer puts forward unreasonable requirements, he can neither directly refuse nor complain to the customer, because this may not only lead to sales failure, but also damage the company's image.
A qualified sales consultant should first stand on the customer's position, understand the customer's ideas, so as to shorten the distance between the two sides; then explain the relationship between gifts and product prices, highlight the value of gifts, and promote sales on the premise of customer understanding.
Correct response
1. We should talk about technique 1:
Sales Consultant: "Sir, I can understand your mood. It's really a good thing if you can change the gifts directly into cash. It's just that these gifts are extra gifts given by the company after the purchase of the product, which has nothing to do with the price of the product, that is, you don't want this gift, your product is also so much money. So, don't waste it, is that right? " (explain to the customer that the gift has nothing to do with the price of the product)
2. Should dialogue skill 2:
Sales Consultant: "I'm really sorry, sir. In fact, if we sell this gift alone, it will cost more than 100 yuan. You see, there's this gift in the accessories area over there. You can confirm the price. Since the gift is extra free to customers after purchase, it cannot be used in cash. In fact, this gift is very practical, and it is also the equipment you often use. "(highlighting the value of gifts).
3. Dialogue skill 3:
Sales Consultant: Madam, this is a free gift from our company. Don't give it away! Our gift has nothing to do with the price of the product, so we can't change it into cash directly. I'm sorry for that! However, you mainly care about the quality of the product and whether it can meet your needs. You can see whether this product is from Or... " (highlight the value of the product itself and shift the focus of customers)
4. Dialogue skill 4:
Sales Consultant: "I'm sorry, sir, because this gift is an extra gift from our company and has nothing to do with the price of the product itself, it can't be exchanged for cash. However, a big leader like you won't care about this money. The most important thing is to select products that meet your needs. Do you think so (praise customers appropriately, satisfy their vanity, and make them feel embarrassed to write on it again)
Don't forget to like it + forward it?
In the process of sharing some words, no source was found. If the original author's infringement is caused, Xiao Suo will delete them as soon as possible