When negotiating prices with customers, AAK hydraulic valves often encounter a problem that new customers often think the price is expensive. Due to the different quality of hydraulic valves, the price difference is some big. Sometimes, when we encounter customers who only focus on the price, we have no choice.
On the weekend, I went to the decoration market and wanted to buy some paint and paint the background wall. Passing by the Dulux Paint Shop, I saw a conversation between a young sales girl and a middle-aged man. I stopped, listened carefully, and learned a good lesson. Dulux paint is definitely expensive. It's a big brand, and many customers think it's expensive, but this young girl says it's cheap.
The young girl is saying, "Your paint usage is 400 square meters. If using other small brands paint, it would be around 24,000 yuan, but if using our Dulux paint, it would cost 48,000 yuan, which is twice as expensive. I also think it's expensive, but in the end, I think it's cheap." This is the opening phrase of this young sales girl, which is very organized.
The young girl continued, 'Your renovation will last for 15 years, which means you only need to spend 8 yuan per day to buy over 400 square meters of Dulux brand paint.'. The young girl is very smart and converted the high price of 48,000 yuan into 8 yuan. A principle of 'calculating small accounts, calculating breakdown accounts'. The middle-aged man's expression suddenly became relaxed and he also nodded.
The young girl continued, 'Dulux's paint is free of methanol and harmful substances. Spending an extra 4 yuan per day only is to earn health, especially beneficial for your child’. The benefits of Dulux paint were presented to the user, and the middle-aged man nodded again.
The young girl continued, 'You have a luxury home worth millions of yuan, and choosing a big brand paint is certainly the best match. You have already spent 10 million, still care about this 48,000?’
In less than half an hour, the middle-aged man paid the deposit, signed the contract, and left. I admire the young girl's move, with the knife in place.
On the way back, I pondered the young girl's bargaining skills, which could also be extended to the AAK hydraulic valves. When customers feel that AAK price is expensive, we need to calculate breakdown accounts, such as the service life of AAK hydraulic valves, and discuss the service life with them. For example, if the service life of hydraulic valves in the same industry is 1 year, and the service of AAK hydraulic valves can reach 2 years, after the price is evenly divided to every day, the cost-effectiveness of AAK hydraulic valve prices is shown out.
Although AAK hydraulic valves are 20% more expensive, their service life is twice that of other similar valves produced by other hydraulic valve manufacturers in China.
AAK HYDRAULIC VALVES (588) 2023-05-21