Make customers feel that the products they buy are worth the money

作者：admin  点击次数：115  发布时间：2025-03-15

The common psychology of customers is to buy products of good quality and at the same time to buy them at a reasonable price. But in real life, customers often have little satisfaction and often complain that their money is not worth spending. As salesmen, we should adhere to the purpose of serving customers and try to find ways to make customers feel that the products they buy are worth the money.

The secret of the successful sales of American life insurance wizard Baha is to make profits for customers and make the benefits that customers get from him greater than the benefits he gets from customers.

Don't believe it? Baha did it. Once, a customer said to him: "I want to buy $5,000 of life insurance for myself, and $1,000 of life insurance for my wife and three children." Baha knew that the customer's idea was biased. He did not hide the facts for his own benefit, but told the customer sincerely: The purpose of life insurance is for fathers to protect their children, not for children to protect their fathers. "

Finally, the customer accepted Baha's advice and bought only $5,000 of life insurance for himself. Although the business decreased, this customer eventually became Baha's most loyal customer.

Salespeople should know that customers, like you, know how hard it is to make money and will think twice before buying something. If you want to sell something to someone, you should first think about whether it is worth it for the customer to buy. A good salesperson should know how to turn potential customers into prospective customers and turn one-time customers into lifelong customers. The most ideal method is to make customers happy to spend money and get good value for money.

(1) Understand customer needs from the customer's perspective

Bill Gates believes that standing in the customer's perspective and putting oneself in the customer's shoes is Microsoft's action goal and the market's requirement. Every employee should strive towards this goal. Gates' words show that salespeople can only understand the needs of customers from the customer's perspective. Only by considering the problem from a different perspective can we fully understand the actual needs of customers.

If salespeople want to understand what customers want to know most, what they care about most, and what attracts them most, they must forget their identity as salespeople and treat themselves as customers. If you always regard yourself as a salesperson, you will always be in a passive position waiting for others to buy. If you can jump out of the identity of a salesperson and think about the problem from the perspective of a consumer or user, you can get a glimpse of the true meaning of sales.

Salespeople can learn about customer needs by observing the customer's words and deeds. In addition, they should ask customers more questions and fully understand the customer's psychological trends in order to better solve problems for customers.

Only by understanding the needs of customers can salespeople know how to convey product information, what point of view to gain the other party's recognition, and what topic to use to attract customers. Resonate with the other party and make the customer want to buy.

(2) Strengthen product advantages

If the salesperson wants to make the customer's money worth spending, he must make an effort to make his product stand out and make the customer's eyes light up. Through product display, customers can have an intuitive understanding of the characteristics, style and other advantages of the product, deepening the impression of the product in the customer's mind. You can also demonstrate the functions of the product at the sales site. In addition, letting customers participate in the product experience is also a way to strengthen the product's advantages. Let the customer experience the value of the product in person, which not only strengthens the product's advantages, but also shows the product's characteristics and can attract the customer's attention.

(3) Increase the added value of the product

In order to make customers spend money to buy products, there must be a convincing reason to support it. How can you make your product attract many customers? ? How can you make customers fall in love with your product at first sight among a wide range of goods? Added value will make your product stand out. Even if the price of your product is higher than similar products, customers will buy your product because of the good added value you provide.

(4) Provide sincere service

Sincere service will touch the hearts of customers. In modern marketing, service is an important part of sales. Although it is not the product itself, it is sometimes more important than the product. In today's society, you may have many competitors and the products produced by everyone are not much different. Therefore, whether you can make customers favor your product depends on whether you can serve customers well: salespeople should use their enthusiasm and sincerity to win the trust of customers, let customers enjoy the purchase, make customers feel happy and happy, and be willing to pay for your product.

(5) Use discounts to attract customers

Using discounts to attract customers is a common way for many businesses to attract customers. Merchants deliberately set the price very high, and then reduce a part of it through discounts, creating a psychological illusion for customers that the merchants have reduced their profits and brought benefits to customers. In fact, after the discount, the merchants still have a high profit margin.

(6) Using coupons to attract customers

Many merchants give free coupons to customers who spend a certain amount of money. These coupons can be used to pay part of the money when they buy goods next time. This is undoubtedly a great temptation for cost-conscious customers. In order to get coupons, they will try their best to buy goods in the merchant's store. On the surface, the merchant loses money, but in fact, when customers buy a large number of goods, the merchant has already made back the profit of the coupons. This coupon method uses the customer's desire to get a bargain to tie the customer firmly, which is a good way to attract customers.

(7) Using point discounts to attract customers

Point discounts are that after each customer's consumption, the merchant gives the customer corresponding points. When the points reach a certain number, the customer can redeem gifts. In fact, this method is far less tempting to customers than giving coupons. But after all, there are free gifts, and customers are still willing to accept them.

(8) Using lucky draws to attract customers

Everyone has a lucky mentality, and customers are the same. Therefore, many merchants have launched lucky draw sales activities. For customers, they can participate in the lucky draw after buying the product, and they may win a big prize, so they are willing to try. Some merchants also put a repeat sales mark on the product, and customers can get a free copy as a reward after buying the product. Many beverages use this method to attract customers.