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Two interesting stories to salesmen

Click times: 1908 release time: August 28, 2018 17:26:39
A couple, who took three months to find an antique clock they loved so much, agreed to buy it for no more than $600. But when they saw the price, the husband hesitated.

"Ouch," the husband whispered, "the list price is $800, do you remember? We agreed not to exceed $600. Let's go back. "

"I remember," said the wife, "but we can try to see if the owner can sell it cheaper. After all, we've been looking for it for so long. "

The couple had a private discussion, and the wife came forward and tried to bargain with the store, although she decided that the chances of buying the clock for $600 were very small.

The wife plucked up her courage and said to the clock salesman, "I see you have a small clock to sell. I looked at the price tag, and I saw that there was a layer of dust on the price tag, which added a bit of antique color to the small clock. "

After a pause, she continued, "I'll tell you what I want to do. I want to make a price for your clock, only one price. I'm sure it will shock you. Are you ready? " She stopped to see the response of the salesman, and then said, "well, I can only give you 300 dollars."

After blinking his eyes, the salesman said, "I can't even hear the price! Here you are, for sale

What do you think of the wife's reaction? Are the couple overjoyed? No, the results of the facts are unimaginable.

"I'm so stupid. I'm afraid this clock is not worth a lot of money Or there must be a lack of parts in it. Why is it so light? Or the quality is poor... " The more she thought about it, the more upset she became.

Although the couple still put the clock into the living room of the house, and it seemed that the effect was very good, beautiful, and walking well, she and her husband always felt uneasy, and they were always covered by this feeling.

After they retire, the feeling of uneasiness becomes more and more intense. Husband and wife have to get up three or four times every night. Why? Because they decided they didn't hear the bell. As a result of day and night uneasiness, their bodies gradually collapsed and they also suffered from high blood pressure.

Why is this result? The reason is that the watch salesman sold the clock to them for $300, and his cheerful behavior made the couple think that the clock was not worth $300.

We may as well go deep into their hearts and analyze their psychological reactions: it is obvious that when they buy the clock, they do not get a sense of value from the purchase behavior, that is, they are often said to buy this thing at this price; on the contrary, they feel cheated. This is the underlying reason for the above results.

Is value really that important?

Yes, of course!

If the above story is not enough to convince you to agree with this view, take a look at the following case.

Drucker brothers, an American clothing merchant, opened a clothing store. They are very enthusiastic about every customer. Every day, my brother stood at the door of the clothing store selling to passers-by. However, both brothers are deaf and often hear each other's words wrongly.

Often, the younger brother enthusiastically pulls customers to the store, and repeatedly introduces to customers how a certain dress is beautiful and cheap, and how it is appropriate and beautiful after wearing it. Most of the customers, after his persuasion, would ask, consciously or unconsciously, "how much is this dress?"

"Deaf" little Mr. Drucker put his hand on his ear and asked, "what do you say?"

The customer mistakenly thought the other party was deaf, so he raised his voice and asked again, "how much is this dress?"

"Oh, how much is it? I'm very sorry. I have a bad ear. Just a moment. I'll ask the boss." Little Drucker turned to his brother over there and yelled, "how much is this set of pure wool XX brand clothes?"

Big Drucker got up from his seat, took a look at the customer, looked at the suit again, and said, "that suit, 70 dollars."

"How much?"

"70 dollars." The boss yelled again.

Little Drucker turned around and said to the customer with a smile, "Sir, 40 dollars a set."

When the customer heard of it, he quickly paid for the set of cheap clothes, and then he ran away.

Why?

The reason is very simple. Customers think it is worth it. They don't spend much money on brand-name clothes, which brings about a sense of self-esteem and identity.

In fact, the Drucker brothers are not deaf at all. They know that marketing is not only an art of sales, but also enough to persuade customers to buy, and it is crucial to create a sense of value for customers. In fact, Drucker felt a sense of natural value in the purchase of the store. Of course, the two brothers used this method to manage very successfully and made a lot of money.

Therefore, it is more important for the consumers to buy the products to make them feel that they are not satisfied with the purpose of buying the products.

The answer is as the saying goes: "what you buy is not what you sell." But for the sales staff, it is better to cover this fact with a veil. In this way, consumers will be satisfied with the products they have purchased, will they feel that their purchase choices are wise, and will obtain a sense of value from their own purchase behavior. What's good for sales? The advantage is to turn one-time customers into repeat customers.

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