Yao Bo said with some emotion while playing with the bar lifting machine: "Although he is not good-looking, he gives people a special sense of closeness, unlike other sales, although he has a polite smile, but people are naturally wary." ”

"That's a rarity!"

"In fact, when he introduced the shortcomings of the bar lifting machine at the beginning, I was a little confused and didn't know his intentions."

"But in the process of his introduction, I suddenly had a rebellious mentality."

"The more he doesn't recommend it, the more I want to buy it!"

"After that, I asked him to show me the specific functions of the bar lifter, which greatly strengthened my willingness to buy."

"So I don't think it's easy! If it weren't for the precise control of the customer's psychology, how could it be possible to move me in such a short period of time? ”

But listening to what he said at the end, this was obviously taught by Mr. Pei himself, and he didn't have much sales experience himself. This is not surprising, obviously Maxima often has but Bole does not often have, the sales staff trained by Mr. Pei is indeed different! ”

Pei Qian: "......"

Reverse psychology?

The more you don't recommend it, the more you want to buy it?

You...... Is it cheap?

Pei Qian was silent for a moment, and said in a weird manner: "I think you should think about why this kind of psychology occurs." ”

The implication is to think about whether your brain is still normal.

Sales tell you not to buy, you have to buy, isn't this a brain into the water?

Zhou Duyan nodded in agreement: "Indeed! ”

Pei Qian was stunned for a moment, and then looked at Lao Zhou with satisfaction.

Sure enough, there are still normal people!

Zhou Duyan obviously also felt that Yao Bo had overreacted, and it was not reasonable or normal to have a rebellious mentality.

This is obviously good news for Pei Qian!

However, Zhou Duyan pondered for a moment and continued: "Why this kind of rebellious psychology appears is indeed worth reflecting on. ”

"Like you, I have a rebellious mentality, and at the same time I have a strong urge to buy."

"If I hadn't bought it and kept it at home, I might have to place an order."

"I think the reason is the result of many psychological factors!"

"First of all, Tengda products have always had a good reputation, whether it is expensive products or cheap products, they basically have a very unique personality, which has formed a preconceived concept in the hearts of consumers."

"Secondly, the environment of the whole experience store is very high, which is a huge gap with other stores. This environment further strengthens the impression that 'Tengda brand is extremely strong' and 'all products are high-quality'. ”

"Again, what you see and hear after entering the store, including the large number of customers and the transparent service provided by the sales, further reinforces this impression of the high-quality shopping experience that is different from other experience stores."

"The superposition of various factors has made the customer psychology in the experience store form a subconscious of 'the products here are definitely worth buying'!"

"At this time, the sales first introduces the shortcomings or shortcomings of the product, or introduces it from a very objective and fair perspective, which will conflict with the subconscious of the customer's heart and stimulate the customer's rebellious psychology."

"What do you mean by customers who think it's a good thing, but you're talking about its shortcomings all the time?"

"This kind of rebellion can motivate customers to 'complain' about the product and ask for a demo of the product or more about it."

"As the advantages of the product are revealed, the previous shortcomings will be all diluted, and it will once again conform to the subconscious in the customer's heart, so that the customer feels very comfortable and feels that he is right."

"As a result, the impression of 'these are high-quality products' has been further strengthened, and customers who have not yet purchased this product have a strong desire to buy!"

Yao Bo nodded suddenly: "Clever and smart!" ”

"Is this the legend...... Want to get away with it? ”

"It's just a combination of punches, which is hard to guard!"

"But there is also a premise for this, that is, the brand must be excellent, and all products must be special enough, and the overall reputation must be extremely high, and then with such a ruthless storefront, in order to successfully create this kind of rebellious psychology in the hearts of customers."

"It turns out that the experience store is so beautiful, not only for the sake of force, but also for practical significance!"

The two looked at Pei Qian with great admiration.

And the two eyes on Pei Qian's mask are confused.

You guys...... What are you talking about......

Reverse psychology?

Want to get away with it?

Don't talk about it, I don't have that idea at all!

It was a complete accident, an accident!

Pei Qian coughed lightly twice and explained: "You can't say that, there are always some customers who will be persuaded to quit." ”

If it's really like these two people said, then this experience store is too much of a failure!

Not only did it fail to dissuade customers, but it achieved a better sales effect than ordinary sales?

This is also too cruel, Pei Qian feels that he can't accept it.

Zhou Duyan nodded: "Well, that's right, of course some customers will be persuaded to quit." ”

"But that's where it's the best!"

"The characteristic of this combination is that 'those who are willing take the bait', in other words, 'those who do not want to take the bait'."

"The premise of this rebellious psychology is that we must highly recognize Tengda's brand, and subconsciously believe that everything produced by Tengda must be a high-quality product."

"If the customer doesn't look down on the bar lifter, the sales will not form a rebellious psychology when introducing the shortcomings of the bar lifter, but will strengthen the subconscious in the customer's heart, and he will not buy."

Hearing this, Pei Qian breathed a sigh of relief.

It's okay, it's not particularly bad if you want to say that.

There are still some people who will be dissuaded.

"But ......"

Zhou Duyan's words changed: "For this kind of 'unwillingness to take the bait' situation, in fact, Tengda is not a loss." ”

"These people don't like the product in the first place and don't plan to buy it. Even if you are fooled by the sales and forcibly buy it, you will definitely regret it and ask for a refund and return. ”

"At that time, it will not only cause a series of troubles such as returns, but also leave a bad impression of 'sales fooling me' to customers, which will then affect the reputation of the entire Tengda Group, and destroy the relaxed and comfortable atmosphere of the experience store."

"On the other hand, if the sales person makes the shortcomings clear in a big way, it will make the customers who didn't plan to buy feel that the sales are very real, and what to say, not blindly selling for the sake of completing the performance, but really considering whether the product is really needed from the customer's point of view."

"In this way, even if customers don't buy it now, they still have a good impression of the Tengda brand and the sales in the Tengda experience store."

"The next time he encounters a new product that he is interested in, he will become the group of people who are 'willing to take the bait' and voluntarily buy it!"

"In the short term, although it dissuades customers, it leaves a seed in their hearts. Over the next period of time, it will gradually take root and sprout, and eventually convert him into a loyal customer. ”

"This long-term vision is fully in line with Tengda's consistent style."

"That's clever!"

Zhou Duyan silently gave Mr. Pei a thumbs up.

Yao Bo suddenly sighed: "I see, I know where the gap between our store and Tengda's experience store is!" ”

"It's not just about money and investment, it's not just about the quality of the salesperson and the quality and category of the product."

"While there are big gaps in these areas as well, it's not the root cause."

"The fundamental gap lies in the synergy of the whole!"

"When we think about improving the shopping experience in stores, we tend to focus on very one-sided, very superficial areas."

"For example, decorate the store and change the lighting to make the shopping experience better for customers; Organize sales staff training and improve their professional skills; Change the location and layout of the store to increase the flow of people......"

"But these measures are too one-sided and too superficial, although they will have a certain effect, but they cannot fundamentally solve the problem."

"Thank you Mr. Pei for providing a new and higher-dimensional idea!"

"Experience stores and stores, as a window for brands to show customers, can play a role, and many factors play a role."

"The shaping of the brand image, the planning of the product, the decoration and layout of the experience store, and how the sales staff sells...... These seemingly unrelated points are actually closely related! ”

"Only by unifying them all and considering them as a whole can we form this wonderful chemistry and make the experience store a part of the brand, giving customers the best shopping experience!"

"Mr. Pei, thank you so much, this trip to Tengda Experience Store is really worth it, I have learned too much!"

Yao Bo couldn't help but hold Mr. Pei's hand with both hands, his eyes were full of gratitude.

Jinding Group's stores have deteriorated in recent years, which has always been a heart problem of Jinding Group.

In order to solve this problem, Jinding Group has also thought of many ways, such as decorating stores, training sales personnel, poaching competitors' sales talents, trying to open online stores, and so on.

But all of them didn't work out!

Although there has been a slight improvement, it is still unable to resist the general trend.

After looking at Tengda's experience store today, and analyzing it with Zhou Duyan, Yao Bo suddenly understood the gap between Jinding Group's store and Tengda's experience store, and also understood the crux of his own store.

The questions that plagued me before have been answered, and there is a feeling of seeing the light through the clouds!

Of course, knowing it doesn't necessarily solve it.

Tengda experience store is so successful, the most fundamental is to rely on brand and product power, if there is no corresponding product power to support, rashly learn the sales model of Tengda experience store, will definitely die a miserable death.

If the product quality is not good, then the "fake persuasion" of sales will immediately become "real persuasion", and the sales of the store will plummet.

Therefore, this model may not be able to solve the current problems of Jinding Group, and may even be counterproductive, after all, there is still a big gap between Jinding Group's brand appeal and product power and Tengda.

But in any case, Mr. Pei's handling of the Tengda experience store did show Yao Bo a completely new possibility that had never been considered before.

This is equivalent to allowing him to stand on a higher perspective and re-carefully observe the problems of his own stores.

Even if it can't be solved immediately, it is finally a big step forward!

Seeing Yao Bo holding his hand with excitement on his face, and even a little carried away, Pei Qian fell into a sluggish state.

Why is this okay?

Originally, I thought that the cultivation of the sales group was Tengda's long-term plan, and the cultivation could greatly reduce the turnover while spending a lot of money, so Pei Qian made such a big effort, and let Tian Mo memorize the sales guidelines, and opened an experience store for Tian Mo to practice.

As a result, on the first day of trial operation, this large-scale experience store has already overturned???

Pei Qian couldn't help but think of what Meng Chang said before.

When I took a look at the entrance of the experience store, I knew that this place would definitely be on fire!

At that time, Pei Qian was still very unconvinced.

Do you know what's going on inside the store? Think it's going to be hot? Isn't it wishful thinking?

Now it has been proved that Meng Chang is not wishful thinking, on the contrary, he sees it very clearly.

wishful thinking that the experience store will not be popular, it seems that only Pei Qian himself......

Pei Qian couldn't help but look up at the sky, speechless.

Ah, what a sad story.