Give yourself the opportunity to explain product performance

When selling more expensive products, the first reaction of the sales staff should be to confirm whether the customer understands the product when the customer directly asks for the price. If the customer does not understand the product, the sales staff will directly answer the customer's inquiry, the customer will feel that the price is not appropriate. In this way, there is no room for the sales staff to explain, and the customers do not give the sales staff the opportunity to explain the product's technology or unique leadership.

Let's take a look at a successful case

Customer: "how much is the 34 inch high definition digital color TV you introduced?"

Salesperson: "you are really an expert. What you like is the most popular and the latest style. The price is not cheap. It's very expensive!"

(pause and leave the silence to the customer.)

Customer (a little worried): "how much is it?"

Salesperson: "if you are an expert, 3480 yuan."

Customer: "why is it so expensive?"

In this case, the salesman first said that the price was expensive after the customer asked the price directly, and then answered the specific price when the customer continued to ask how much it was. When the customer asks for your reason again, it is the opportunity for the sales staff to explain the product performance.