Let Customers Accept "High Price" Skills

Key words: customer acceptance skills

High priced products are important sources of profits for enterprises, but many high priced products have not yet met with consumers, and have been blocked by dealers in the channels, because dealers always have too many concerns about selling high priced products.

When customers suppress my product at competitive prices

1, performance: "your products are too expensive, the same products are cheaper than others."

2, analysis: customers think that the price of products is high, many times because they did not choose the right reference material, because the "high price" is relative.

Example: in the instant noodle industry, we compare the double bag products of competing products with our three package products, compare the low-grade noodle products with our high-grade noodles, compare the products of small enterprises with the products of our big enterprises, and so on, and this comparison is bound to produce a wrong conclusion.

3, coping strategies:

(1) let the customer first tell him what he thinks our product's "high price" is in comparison with which enterprise products:

If our customers compare the products of our big enterprises with those of small businesses, we should explain to customers that the price of the two products can not be compared, because the brand's popularity and market positioning are different.

If the customer compares the products of our company with the products of the main competitors, we should first investigate clearly the prices and sales of the competing products mentioned by the customers, then take a seat and look at the category of competing products which are equivalent to those of our products. Finally, it is obviously unfair for us to explain to the customers that the price of low-grade competing products is higher than that of our high-end products.

(2) make a detailed comparison of the advantages and disadvantages of the products and competitive products of the company, and explain the situation from the perspective of data, certificates, etc., from the status of enterprises, positioning, packaging and quality of products.

Explain to our customers about the production and quality management of our enterprises. If necessary, we can provide the customers with the certificate of quality assurance system such as ISO9000 issued by the enterprise.

Quality indicators were compared with competing products.

Third parties should be blinded.

(3) tell our customers that behind our high priced products, we have a perfect service system that is better than our competitors. It is an important guarantee for the sustainable development of our manufacturers.

Be careful:

Do not deliberately attack the competing products: avoid attacking the competing products in order to explain the good products of our customers in front of customers. This is easy to cause customers' antipathy.

Contrast skills: when evaluating competitive products, first speak the advantages and then say the disadvantages; when evaluating yourself, first speak the disadvantages and then say the advantages.