干货:眼镜店精品销售话术,如此说话,才能留住顾客!
Dry goods: optical shop boutique sales speech, so speak, in order to retain customers!
顾客：经常来你这买，给便宜点！
Customer: I often come here to buy it, give it a cheaper!
老顾客是一个企业成功的关键，一个老顾客为企业创造的价值，是新顾客的4倍！所以千万别得罪老顾客，当老顾客提出优惠的时候，我们不能直接拒绝，有些销售会说我们这是明码标价！您是老顾客更应该知道这里不能优惠！直接干脆回绝老顾客！如果这样说，也许他下次就成了别的门店的新顾客！
Old customers are the key to a company's success. The value an old customer creates for a company is four times that of a new customer! So don't offend the old customers. When the old customers offer discounts, we can't directly refuse them. Some sales will say, "We are clearly priced! You should be familiar with the old customers!" Simply return the old customers! If you say this, maybe he will become a "new customer" in another store next time!
如何应对？
how to respond?
老顾客要的是面子，其实他并不在乎优惠那点钱，他要的只是与新顾客的与众不同！首先得让老顾客感觉到你的诚意：感谢您一直以来对我们店的照顾，能和您做买卖我们非常荣幸！由于我没这么大的权利，最近店内有些精美的赠品，数量稀少，我给您申请一个，您看如何？
The old customer wants face, in fact, he does not care about the discount, he wants to be "unusual" with the new customers! First of all, let the old customers feel your sincerity: "Thank you for your continued care of our store, we are very honored to be able to do business with you! Because I don't have such a big right, there are some beautiful gifts in the store recently, the number is rare, I Apply for one, how do you see it?"
顾客：我再看看吧！
Customer: Let me see it again!
亮点、亮点、亮点，重要的事情说三遍！顾客没看到产品的亮点，也没看到这家店与其他家店的区别。
Highlights, highlights, highlights, important things to say three times! The customer did not see the highlights of the product, nor did he see the difference between this store and other stores.
如何应对？
how to respond?
1、人无我有；
1. No one has me;
2、人不愿做，我愿做；
2, people do not want to do, I am willing to do;
3、我比别人优秀；
3. I am better than others;
4、高附加值。
4. High added value.
顾客：能再便宜点吗？
Customer: Can you be cheaper?
顾客要求降价，如果直接回绝，那么顾客肯定会扭头就走！因为他觉得这个产品不值这么多钱，我们要做的就是：让顾客觉得产品值这些钱！
Customers request a price cut, if you directly reject it, then customers will definitely turn around! Because he feels that this product is not worth the money, what we have to do is: Let the customer feel that the product is worth the money!
如何应对？
how to respond?
1、分期算法
1. Staging algorithm
这款产品2999元，用三年的话，合一天2块多，性价比太高了！
"This product is 2,999 yuan. If you use three years, you will get more than two pieces a day. The price is too high!"
2、以少代多
2, with less generations
顾客要求降价时，往往会听到销售说请朋友吃顿饭的事儿！大错特错！一顿饭就会让顾客感觉缺少了什么，可以换一种说法就当多请朋友吃顿饭啦，把顾客的焦点瞬间由少转到多！
When customers ask for a price cut, they often hear the sale saying "please have friends eat dinner"! Big mistake! A meal will make the customer feel that something is missing. You can change the saying "" Just ask a friend to have a meal," and turn the customer's focus from less to more!
顾客：质量有问题吗？
Customer: Is there a problem with quality?
一些销售面对这个问题会直接答我们质量不会有问题的，我们是大品牌，全国都有门店但是顾客问出第二句话的时候：万一有问题怎么办？不少销售就接不下去了。
Some sales face this problem will directly answer "our quality will not be a problem, we are big brands, there are stores all over the country ..." But when the customer asked the second sentence: "What if there is a problem?" A lot of sales will not be able to continue.
如何应对？
how to respond?
销售可以先问顾客：您以前是不是有买过质量不是很好的啊？顾客一般会说：有。销售则可追问一句：是哪款啊？顾客往往就会开始诉苦了：我以前买过XX品牌的，怎么怎么样。若说没有，则应该先夸顾客，然后说自己的事情：您真是太幸运了，我遇到过这样的情况，怎么怎么样。说的时候一定要带上感情。
Sales can ask the customer first: "Have you ever bought the quality is not very good?" Customers generally say: "Yes." Sales can ask: "Which is it?" Customers often start to complain "I have bought the XX brand before, how is it." If you say "no", you should first praise the customer and then say your own thing: "You are so lucky, I have encountered such a situation, how How about it." When you say it, you must bring your feelings.
最后再说：所以我现在很注重质量问题，因为我自己本身也是消费者，我也用高质量的，在这个门店做销售，不到其它门店做销售，就是因为这里的质量好。
Finally, I said: "So I am very concerned about quality issues now, because I am also a consumer myself. I also use high quality, do sales in this store, not to sell in other stores, because the quality here is good."
顾客：你们老板认识我，便宜点！
Customer: Your boss knows me, cheaper!
说这句话的99%不认识老板，最多跟老板有一面之缘。所以对待不认识或者说认识老板的人，不要当面揭穿，而是把面子给她，从侧面拒绝降价。
99% of the words do not know the boss, and at most have a relationship with the boss. Therefore, treat people who don’t know or know the boss, don’t expose them in person, but give her face and refuse to cut prices from the side.
如何应对？
how to respond?
很荣幸能接待我们老板的朋友， 只是目前生意状况一般，您来我们店里这件事，我一定告诉我们老板，让我们老板对您表示感谢！。
"I am very honored to receive the friend of our boss", but the current business situation is general, you come to our store, I must tell our boss, let our boss thank you! ".
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