Yao Bo said emotionally as he played with the Bickering Machine, "He might not look handsome, but he gives off a special sense of closeness. He's not like the other salespeople. They might have a polite smile, but it makes people naturally wary."
"That's very rare!"
"Actually, I was a little confused when he kept introducing the shortcomings of the Bickering Machine. I didn't know what he was trying to do."
"However, I suddenly had a rebellious mentality during his introduction."
"The more he didn't recommend it, the more I wanted to buy it!"
"After that, I asked him to demonstrate the specific functions of the Bickering Machine to me, which greatly strengthened my willingness to buy it."
"That's why I think this salesman is not simple! How could he have convinced me in such a short period of time if he did not have an accurate grasp of the customer's psychology? "
"However, from what he said at the end, it's obvious that Boss Pei taught him personally. He doesn't actually have much sales experience. That's not strange. Obviously, there are many good horses, but there are not many good scouts. The salesmen that Boss Pei taught are indeed different! "
Pei Qian: "…"
Rebellious mentality?
The more you don't recommend it, the more you want to buy it?
Are you … a slut?
Pei Qian remained silent for a moment and said sarcastically, "I think you should think about why you have such a mentality."
In other words, he wanted him to think about whether his brain was still normal.
The salesman told him not to buy it, but he insisted on buying it. If that wasn't water in his brain, what was it?
Zhou Muyan nodded in agreement. "Indeed!"
Pei Qian was stunned for a moment and then looked at Old Zhou with relief.
Indeed, there were still normal people!
Zhou Muyan obviously felt that Yao Bo was overreacting. It was unreasonable and abnormal for him to have a rebellious mentality.
That was obviously good news for Pei Qian!
However, Zhou Muyan pondered for a moment and continued, "It's indeed worth reflecting on why this kind of rebellious mentality appeared."
"I have the same rebellious mentality as you. At the same time, I have a strong urge to buy it."
"If I hadn't already bought it and placed it at home, I might have placed an order."
"As for the reason, I think it's the result of many psychological factors!"
"First of all, Tengda's products have always had a good reputation. Be it expensive or cheap products, they basically have a very unique personality. This has already formed a preconceived notion in consumers' hearts."
"Secondly, the environment of the experience store is very classy, which is very different from other stores. Such an environment further strengthens the impression that 'Tengda's brand is very strong' and 'all of its products are of the highest quality'.
"Thirdly, everything I've seen and heard since entering the store, including the huge crowds of customers, the transparent service provided by the salespeople, and the quality of the shopping experience that's different from other experience stores, have further strengthened this impression."
"Due to all these factors, the customers in the experience stores have formed a subconscious that the products here are definitely worth buying!"
"At this time, the salesperson introduces the shortcomings or inadequacies of the product in a very objective and fair way. This will conflict with the customers' subconscious and stimulate them to have a rebellious mentality.
"Customers will think that this thing is obviously very good, but you keep talking about its shortcomings. What do you mean by that?"
"This kind of rebellious mentality will cause customers to 'complain' about the product and request the salesperson to demonstrate the product or introduce more of its contents."
"As the advantages of the product are shown, the previous shortcomings will all be diluted. Moreover, it will once again conform to the customers' subconscious, making them feel very comfortable and right."
"Therefore, the impression of 'these are all of the highest quality products' will be further strengthened, causing customers who haven't bought the product to have a strong desire to buy it!"
Yao Bo nodded in realization. "Brilliant!"
"Could this be the legendary … playing hard to get?"
"It's like a combination of punches that can't be defended against!"
"However, there's a prerequisite to doing this: the brand has to be strong, and all the products have to be special enough. The overall reputation has to be extremely high. Coupled with such a ruthless store, only then can the customers have this kind of rebellious mentality."
"So, the experience store is so well decorated not only for the sake of showing off, but also for practical purposes!"
The two of them looked at Pei Qian with admiration.
On the other hand, Pei Qian's eyes were filled with confusion.
What … are you guys talking about …
Rebellious mentality?
Playing hard to get?
Don't bullshit, I didn't have such thoughts at all!
This was a complete accident, a complete accident!
Pei Qian cleared his throat and explained, "You can't say that. There will always be some customers who will be dissuaded."
If it was really like what the two of them said, then the experience store was a failure!
Not only did it not achieve the goal of dissuading customers, but it also achieved a better sales effect than ordinary sales?
That was too cruel. Pei Qian felt that he could not accept it.
Zhou Muyan nodded. "Yes, you're right. Of course, some customers will be dissuaded."
"However, that's precisely the most brilliant part!"
"The unique characteristic of this set of punches is' those who are willing to take the bait '. In other words,' those who are unwilling will not take the bait '."
"The premise for such a rebellious mentality is that one must have a high degree of recognition for Tengda's brand. One must subconsciously think that all Tengda products must be exquisite."
"If customers do not like the Bickering Machine in the first place, the salesperson would not form a rebellious mentality when introducing the shortcomings of the Bickering Machine. Instead, it would strengthen the subconscious in the customer's heart, and he would not buy it."
Pei Qian heaved a sigh of relief when he heard that.
Alright, if that was the case, the situation was not particularly bad.
There would always be some people who would be dissuaded.
"However …"
Zhou Muyan changed the topic. "Actually, Tengda is not losing out in such a situation where 'those who are unwilling will not take the bait'.
"These people did not like this product in the first place and did not intend to buy it. Even if they were tricked by the salesperson into buying it, they would definitely regret it and ask for a refund.
"At that time, not only would there be a series of problems such as refunds, but it would also leave customers with a bad impression of 'the salesperson tricking them'. That would affect the reputation of the entire Tengda Corporation and destroy the relaxed and comfortable atmosphere of the experience store.
"On the other hand, if the salesperson were to openly explain the shortcomings in advance, it would make customers who did not intend to buy it feel that the salesperson was very sincere. They would say whatever they wanted and not blindly promote to achieve sales results. Instead, they would consider from the customer's point of view if they really needed the product.
"That way, even if customers did not buy it now, they would leave a good impression on Tengda's brand and the sales in Tengda's experience store.
"The next time they see a new product that they are interested in, they would become the 'those who are willing to take the bait' and buy it willingly!
"In the short term, although it would dissuade customers, it would leave a seed in their hearts. In the future, it would gradually take root and sprout, turning them into loyal customers.
"Such long-term vision is completely in line with Tengda's usual style.
"That's brilliant!"
Zhou Muyan gave Boss Pei a thumbs up.
Yao Bo suddenly understood and exclaimed, "So that's how it is. I now know the difference between our experience store and Tengda's!
"It's not just about money and investment; it's not just about the quality of the salesperson, the quality of the product, and the type of product.
"Although there is a huge difference in these aspects, that is not the main reason.
"The main difference is the synergy of the whole!
"When we were thinking about improving the shopping experience in the store, we often focused on the very superficial aspects.
"For example, renovating the store and changing the lighting to improve the customer's shopping experience; organizing the training of the salesperson to improve their professional skills; changing the location and layout of the store to increase customer flow …
"However, these measures are too superficial and superficial. Although they would have a certain effect, they would not solve the root of the problem.
"Thank you, Boss Pei, for providing us with a new, higher-dimensional way of thinking!
"Experience stores and stores, as a showcase for the brand to show the customers, how effective they can be depends on many factors.
"Brand image building, product planning, renovation and layout of the experience store, how the salesperson promotes the brand … these may not seem related, but they are actually closely related!
"Only by unifying all of these factors and considering them as a whole can we form such a miraculous chemical reaction, turning the experience store into a part of the brand and giving the customers the best shopping experience!
"Boss Pei, thank you so much! This trip to Tengda's experience store was really worth it! I've learned so much!"
Yao Bo could not help but hold Boss Pei's hand with both hands, his eyes filled with gratitude.
Jinding Corporation's stores had been declining in recent years and had always been a sore point for Jinding Corporation.
In order to solve this problem, Jinding Corporation had thought of many ways such as renovating the stores, training salespeople, poaching salespeople from competitors, trying to open an online store, and so on.
However, none of them succeeded!
Although there were some improvements, they still could not go against the trend.
After seeing Tengda's experience store today and analyzing it with Zhou Muyan, Yao Bo suddenly understood the difference between Jinding Corporation's experience store and Tengda's experience store. He also understood the crux of his own store.
Now that he had an answer to the problem that troubled him previously, he felt as if he had seen the light!
Of course, knowing the problem might not solve it.
Tengda's experience store was so successful mainly because of its brand and product strength. Without the support of the corresponding product strength, trying to learn the sales model of Tengda's experience store would definitely lead to a tragic end.
If the product quality was not good, then the 'fake dissuasion' of sales would immediately become 'real dissuasion', and the sales of the store would plummet.
Thus, this model might not be able to solve Jinding Corporation's current problem. It might even backfire. After all, Jinding Corporation's brand appeal and product strength were still far from Tengda's.
However, no matter what, Boss Pei's way of handling things in Tengda's experience store had indeed shown Yao Bo a new possibility that he had never considered before.
This was equivalent to allowing him to stand from a higher perspective and observe the problems of his own store cautiously.
Even if he could not solve it immediately, it was still a huge step forward!
Pei Qian fell into a daze as he looked at Yao Bo holding his hand excitedly. He even seemed to have forgotten himself.
How the f * ck was that possible?
He had originally thought that the cultivation of the sales group was Tengda's long-term plan. He had thought that he would be able to spend a lot of money and greatly reduce turnover if he did so. That was why Pei Qian had put in so much effort. He had asked Tian Mo to memorize the sales guidelines and open an experience store for Tian Mo to practice.
In the end, the large-scale experience store had already failed on the first day of its trial operation?
Pei Qian could not help but recall what Meng Chang had said previously.
He knew that this place would definitely become popular after taking a look at the entrance of the experience store!
At that time, Pei Qian was still very indignant.
Do you know what's going on in the experience store? Did you think that it would become popular? Wasn't that wishful thinking?
Now, it had proven that Meng Chang was not wishful thinking. On the contrary, he could see it very clearly.
It seemed like only Pei Qian himself would think that the experience store would not become popular …
Pei Qian could not help but look up at the sky, speechless.
Ah, what a sad story.
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