When a customer says, "It's too expensive!", 90% of store clerks give the wrong answer.

A customer wanted to buy a piece of clothing. After looking around for a long time, she picked up a piece she liked and asked, "How much is it?" The sales assistant said, "300." She said it was too expensive and she would accept it if it could be sold for 150. In the end, the sales assistant said, "Okay, deal!"

Seeing how easily the sales clerk agreed to the price reduction, she felt cheated and immediately said, "Excuse me, I think the color of this dress is a bit too dark. Let me look around some more..."

This is a phrase that many salespeople often encounter during the sales process: "It's too expensive! Can you make it cheaper?" When a customer offers a price that the salesperson can negotiate, the salesperson should not answer too quickly, otherwise they will scare the customer away.

1. The customer says, "Can you give me a discount?"

Every customer will haggle when they come to buy something. We should avoid focusing on price and let the product attract customers, rather than getting too caught up in the price.

Once, I went shopping with a friend. We wanted to buy a dress, and after the sales assistant understood our purpose, she recommended one of her brand's best-selling items, which was a bit pricey. After seeing the price, my friend asked, "Can you make it cheaper?" The sales assistant smiled and said, "Miss, why don't you try it on first? It looks amazing on you, and the quality is excellent." She then handed the dress to my friend, saying, "Look, this color really suits your skin tone; it makes you look so fair."

My friend said, "Then give me a discount."

The sales assistant said, "Miss, you can get a 10% discount if you have a membership card. Do you have a membership card?" My friend shook her head. The sales assistant continued, "Then why don't you get a membership card? You can use it at any of our chain stores, and we have many special offers for members."

So my friend bought the clothes and got a membership card. The sales assistant also gave him some small gifts, which made him feel it was a great deal.

2. The customer said: "XX's is much cheaper than yours!"

One day, sales assistant Xiao Liu was in the store when a customer came in to buy clothes. The customer wanted a discount and said, "I saw that XX's clothes are much cheaper than yours. Why are yours so expensive?"

Xiao Liu: The clothes in XX store are indeed of good quality. Although our store has not been open as long as theirs, our products are absolutely guaranteed in quality. You can try our newly launched style and give us a fair chance to compete with them.

Competition between us is beneficial to customers, because competition leads to improved service quality and lower prices... Our company's new product is extremely popular and has been loved by a wide audience since its launch. You can try it and see the results.

3. The customer said: It's too expensive!

Xiao Wang, a recent college graduate who had just started working, wanted to buy a good quality dress to wear on formal occasions. So she went to a store and found a dress she liked.

Salesperson: Hello, this product is currently on sale for 2000 yuan. Xiao Wang thought it was too expensive, considering her monthly salary was only 5000 yuan.

Seeing that Xiao Wang remained silent, the sales assistant continued, "You came to our store to buy clothes, so you must have wanted to choose something of good quality and a nice design. It's suitable for formal occasions, and this dress makes you look especially elegant. Let me do the math for you. 365 days a year, this dress is of good quality and can be worn for several years without going out of style. In fact, on average, it costs less than 3 yuan a day. What can you buy with 3 yuan these days? A meal costs more than ten yuan, right?" Xiao Wang was initially hesitant, but after hearing what the sales assistant said, he felt it was a great deal and bought it on the spot.

In the example above, the sales associate used the cycle breakdown method, calculating it by the day. It costs a few dollars a day, which sounds much more cost-effective than 2,000 dollars, and the customer's conversion rate is greatly improved!

Source: Retail Expert