High-priced products are important profit origous, many high-priced products have not been placed with consumers, have been blocked by dealers in channels, because dealers have too much concerns for distributors to distribute high-priced products! How to get dealer customers to accept high prices, is a problem that many business marketers are very concerned about and headaches. In fact, "There is no high price, as long as you let the buyer feel that the value is worth the value, it applies not only to persuasive consumers and apply to persuasive dealers. How to eliminate the dealer's concerns, let it feel worth the sale of your high price products? The following will provide you with practical skills. First, when the customer puts my product with a competition 1. Performance: "Your product is too expensive, the same products are more cheaper than you!" 2. Analyze: Customers believe that the product is high, many times because There is no choice of reference, because "high price" is relative. Example: In the instant noodle industry, the customer takes the bipacks of the competition with our three-piece products, and the low-grade of the competition is compared with our medium and high-end faces, and the products of the small business and our large enterprises. This comparison is bound to create errors. 3. The method: (1) Let the customer tell the customer to see what he thinks that our company's products "high price" is compared to which company products: If the customer takes our big business products and small businesses Compared with the product, the price should not be compared to the customer, because the brand's visibility and market positioning are different. If the customer takes the products of our company with the products of major competitors, the price should first be clearly investigated by the customer's prices and sells; then leave the top, see which type of competition is equivalent to our products; Finally, I will explain to the customer that the price of low-end competition is obviously unfair than us. (2) Take detailed comparison of the various advantages and disadvantages of the enterprise products and competitions, and instructions from the enterprise and the positioning, packaging, quality, etc. of the company. For example, in terms of quality: to the customer, the production and quality management of our enterprises will be given to the customer's certification documents to the customer's certification documents. Comparison of relevant quality indicators with competitions. Please make blind tests on third parties. In the case of third parties, I don't know what brand of the product is governed, let them naturally say that my product is in the strengths and competition. (3) Tell the customer behind our high-priced products, there is a perfect service system with competitors, which is an important guarantee for the lasting development of the manufacturer. Note: Don't deliberately attack the competition: Don't attract our products in front of our products, this is easy to attract the resentment of our customers. Be sure to take the data and the facts to persuade customers. Comparative Tips: When evaluating the competition, first tell the advantages, the shortcomings; when you evaluate yourself, you will first say the advantages of the shortcomings. Second, when the customer states that it is not up to the goods 1. "Our small shop is poor, I can't afford high price." 2. Analysis: The customer may be very poor, need to give certain understanding and support; or cry, I hope that the enterprise will lower the price, give more policies, and even hope that the company is selling. Therefore, first, you must distinguish between the customer's true purpose, then respond. 3. Putting: (1) For true customers, two strategies can be used: And policy support; when you don't have confidence in the development of customers, you simply abandon this customer.
(2) For crying customers, first test additional knocking, estimate its financial strength and profits; then introduce the dealer with its strength and its strength to distribute the harvest of this product; in the end, it is necessary to emphasize that the distribution opportunity is rare. Third, when the customer does not cooperate with the two batchs. 1. "" "The price is too high, they will not accept it," 2. Analysis: The purpose of the customer is to The batch is applied to the enterprise, and it is hoped that the company will give greater policy support. In many cases, we have convinced the prices of customers to identify the product through and competing, but the competition has certain basic and sales in the market. Customers believe that our products are too difficult to promote our products, worry. Do the market. At this point, we must find ways to strengthen our customers' belts. 3. Words: (1) Inform the customer, one point of purchase, since the competition can be paved in the same price, we can also use the normal price, which is also necessary to make money in the future. means. If the price of the product is too low, the price will not rise after the market is opened, and the customer's profits cannot be guaranteed. (2) Communicate with the customer's operational market, communicate with our customers, to the customer, enterprises will not ask the products to push the product to the customer, and if the company will open the market to occupy the market, give customers a series of support , Including human support, promotion support, advertising support, and market operation ideas. (3) Inform the customer to launch a certain promotion and publicity policy, such as rebate, campaign, etc., helping customers sell in two batches. (4) Interpretation to the customer: For two batchs, the company will consider the development of corresponding two batch laying prices outside the customer's profit difference, but customers cannot adjust the price of the two batches. Note: Don't mess forward to our customers' policies, because this will bring a series of legacy issues to the next market operation, which makes customers lose confidence in companies. IV. When the customer thinks that distribution of high-priced products is not profitable. 1. "" "" "Product price is so high, I need to invest so much money, when can I recover costs, when can I make money?" 2. Analyze: Trend Interest is the natural nature of customers, due to small sales, large investment, and no profitability of customers is also normal, but companies have to describe the wonderful cooperation prospects. 3. Method: (1) Means that companies have taken into account the profits of customers during pricing. Customers want to make money: First, through product differences; second to improve sales to digest fees, obtain scale profits. (2) Information on the operational situation of customers, business philosophy, scale, strength, background, and various rewards, etc., cancel customer doubts, and help it to establish confidence. Let customers believe that their early investment will get a continuous profit return. (3) Infringing on the other benefits that the company can bring to customers: such as the company will give customers a certain year-end incentive, to the target of the market, and the company will regularly organize customers. (4) Describe the products of the business of the enterprise, and the role of improving the client's network, improving the image and the brand, etc., they are the invaluable capital of our customers. 5. When the customer is doing the consumer to block the arrow 1. Performance: "Your product is too expensive, consumers can't afford it!" 2. Analysis: The customer has a strong consumer consciousness. If the majority of consumers do not buy, the manufacturers have a good product to be good products. Therefore, customers should "see the model" with a specific propaganda program and the detailed consumer survey.
