Psychoanalysis: Usually, the most common performance of consulting guests is worrying about the price. How much is the color? So we can't quote directly because we don't know the customer's demand for price. Blind quotation, guests will doubt the quality because it is too expensive to accept or too cheap. Therefore, guests who want to keep consulting must calm down and communicate in detail. Speech: (1). "I want to see your hair. Did you do it or did someone else do it? " Avoid the other party and ask the price directly, change the subject and stabilize the guests. (2). "Then please sit here." Let the guests relax naturally. If the guest doesn't sit down, say, "I'll just ask, but I won't do it today." You should say, "I know, it doesn't matter. Let me see the specific quality of your hair first. " (used to comfort each other and make them lose their vigilance. Psychological analysis of quotation strategy No matter how much the staff quoted, the guests would say it was too expensive, which is normal. In order to make a reasonable quotation, we take a positive approach, first quote a higher price, and then quote a lower price, which will form a contrast. The best brand is XX, with a price of XX yuan, and the other one is relatively low, with a price of XX yuan. "If the guest says," it's too expensive! "We must first prove our price advantage by comparison. . Speech: Is this price still expensive? This is the lowest price. Please ask about the products that use this brand. Hair as long as yours costs at least XX yuan outside. You often do your own hair, and you know the market in this line, right? " If the guest says it's cheaper, we must not promise her immediately when the other party asks for a price reduction, which will greatly reduce the image of our product project. Let the other party doubt our quality and our price. In order to make the guests feel that the price is directly proportional to the value, we have to say: Speech: "If you want to make a good effect like hair, you must do it in three steps. Your hair color has been divided into three sections, and we have to do it three times according to your hair color before we can do the color (or hair) well. " (Remove the customer's recognition of the price by making the work more troublesome) Words: "This is our unified price and the lowest price! Generally, the price will not be reduced again, but I can ask the manager for you to see if it can be reduced a little. " In order to promote a business immediately, it can cater to the psychological characteristics of the other party, make the other party have strong expectations and hang their appetite. In order to further understand the wishes of the guests, we can use clear language and commitment to spy on each other's consciousness. Speech: "Then do you do it today? If you don't do it today, it's no use asking, right? " If the guest says, please call me first. If your price is lower, I will do it today. (The guest has expressed hope) However, it is necessary to find out the approximate price in the other party's mind in the form of a "manager" and other third parties, so as to be confident. Speech: "What's your target price? So I can also discuss with our manager! " If the guest's offer is unreasonable to you. Speech: "I'm afraid this price won't work!" " However, I have said a lot for you, XX yuan, and I can give you a care. How about that? "Whether we actually discussed it with the manager or not, choosing the middle is a very smart choice. On the one hand, it can preserve our quality image, echo the promise that our guests will talk to the manager about the price, on the other hand, it can satisfy each other's bargaining psychology. In addition, on the other hand, it gives the other party a small surprise by reducing the price in disguise, which makes it easy for the other party to accept. When determining the price accepted by the guests, we should not take it lightly, but strengthen the value and praise appropriately. Praise is also a way to strengthen guests. Speech: "I have never seen our manager so generous, with such a low price and hair care." "Hey, people's beauty is different!"