Losing Money to Be a Tycoon - Chapter 1094
Yao Bo was a little emotional as he played with the bickering machine and said, “He might not look good, but he gives people a special sense of familiarity. He is not like other salespeople who might have a polite smile but naturally make people wary.”
“That’s very rare!”
“Actually, I was a little confused when he introduced the shortcomings of the bickering machine at the beginning. I don’t know his intentions.”
“However, during his introduction, I suddenly had a reverse psychology.”
“The more he doesn’t recommend it, the more I want to buy it!”
“After that, I asked him to show me the specific functions of the bickering machine. That greatly strengthened my desire to buy it.”
“That’s why I feel that the sales are not simple! How could he convince me in such a short time if he did not have precise control of the customers’ mentality?”
“However, guiding from what he said at the end, this was obviously personally taught by Boss Pei. He actually doesn’t have much sales experience. That’s not strange. Obviously, wunderkinds are common, but Boles are not. The salespeople trained by Boss Pei are indeed different!”
Pei Qian: “…”
The less he recommended it, the more he wanted to buy it?
Are you… cheap?
Pei Qian remained silent for a moment, and then said in a strange tone, “I think you should think about why you’re feeling this way.”
In other words, he was trying to ask him to think if his brain was still functioning normally.
I told you not to buy it, but you insisted on buying it. What was wrong with you?
Zhou Muyan nodded in agreement. “Indeed!”
Pei Qian was stunned. Then, he looked at Old Zhou, comforted.
Indeed, there were still normal people!
Zhou Muyan obviously felt that Yao Bo had overreacted. It was not reasonable for him to have reverse psychology.
This was obviously good news for Pei Qian!
However, Zhou Muyan pondered for a moment and continued, “It’s indeed worth reflecting on why such reverse psychology appeared.”
“I’m the same as you. I am affected by reverse psychology and a strong urge to buy it.”
“I might have placed an order if I had not bought it and placed it at home.”
“I think it’s the result of many psychological factors!”
“First of all, Tengda’s products have always had a good reputation. Whether it is expensive or cheap products, they basically have very unique personalities. This has already formed a preconceived notion in consumers’ hearts.”
“Secondly, the environment of the entire experience shop is very high-end. It is a huge gap from the other shops. This environment further strengthened the impression that Tengda’s brand is extremely strong and its products are all top-quality.”
“Once again, what I saw after entering the shop, including a large number of customers and the transparent services of the salespeople, this high-quality shopping experience that is different from other experience shops strengthened this impression.”
“With all these factors added together, the customers in the experience shop have formed a subconscious mindset that ‘all the products here are definitely worth buying’!”
“And at that time, the sales would first introduce the shortcomings of the product. They would also introduce it from a very objective and fair point of view. That would conflict with the subconscious in the customers’ hearts and stimulate them to have reverse psychology.”
“Customers would think that this thing is not bad, but you keep talking about its flaws. What do you mean?”
“This reverse psychology would prompt customers to ‘feel bad’ for the product, requesting sales to demonstrate this product or introduce more content.”
“As the merits of the product are displayed, all the previous flaws will be diluted. What’s more, it will once again comply with the subconsciousness of the customers, making them feel very comfortable and feel that they are right.”
“Thus, the impression of ‘these are all premium products’ was strengthened further, causing customers who had not bought this 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 simply a combination of attacks that are impossible to guard against!”
“However, there is a prerequisite for this. The brand must be strong. What’s more, all the products must be special enough. The overall reputation must be very high. Coupled with an investment in such a shop, it can successfully create such reverse psychology in the hearts of customers.”
“It turns out that the experience shop is not just for show, but also for practical purposes!”
Both of them looked at Pei Qian in admiration.
The eyes above Pei Qian’s mask looked confused.
What… the f*ck are you talking about…
Playing hard to get?
Don’t talk nonsense, I didn’t even think that!
This was an accident, an accident!
Pei Qian cleared his throat and explained, “You can’t say that. Some customers will be dissuaded.”
If it was really as they said, the experience shop would be a failure!
Not only did he not achieve the goal of dissuading customers, but he had also achieved a better sales effect than ordinary sales?
That was too cruel. Pei Qian could not accept it.
Zhou Muyan nodded. “Yes, that’s right. Of course, some customers would be dissuaded.”
“But this is the best part!”
“The special characteristic of this set of combination attacks makes it so that ‘the willing ones take the bait’. In other words, ‘The unwilling ones will not take the bait’.”
“The prerequisite for this reverse psychology is that it must be highly recognized by Tengda’s brand. Subconsciously, we will think that Tengda’s products must be top-quality.”
“If customers did not like the Bickering Machine to begin with, the sales would not form reverse psychology when introducing the flaws of the Bickering Machine. Instead, it would strengthen the customer’s subconsciousness, and they would not buy it.”
At that point, Pei Qian heaved a sigh of relief.
It was alright. In other words, the situation was not that bad.
Some people would be dissuaded.
Zhou Muyan changed the topic. “Tengda is actually not losing out in such a situation where ‘the unwilling ones will not take the bait’.”
“These people did not like this product to begin with and did not intend to buy it. Even if they were deceived by the sales and forced to buy 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 customers would also have the bad impression that sales are bluffing them. That would affect the reputation of the entire Tengda Corporation and destroy the relaxed and comfortable atmosphere of the experience shop.”
“On the other hand, if the sales talk about the shortcomings openly first, it would make customers who did not intend to buy feel that the sales are very practical. They would say whatever they wanted. They would not blindly promote it to achieve results. Instead, they would consider from the perspective of customers whether they really need this product.”
“That way, even if customers don’t buy it now, they would have a good impression of Tengda’s brand and Tengda experience shop’s sales.”
“The next time he sees a new product that he is interested in, he will become the group of people who are willing to be hooked and buy it voluntarily!”
“In the short-term, even though he managed to dissuade customers, he left a seed in their hearts. It would gradually take root and germinate in the future, turning him into a loyal customer.”
“This long-term vision is completely in line with Tengda’s usual style.”
Zhou Muyan silently gave Boss Pei a thumbs up.
Yao Bo was enlightened. He sighed. “I see. I know the difference between our shop and Tengda experience shop!”
“It’s not purely about money and investment, nor is it purely about the quality of the salespeople and the quality and category of goods.”
“There might be a huge gap in these aspects but that is not the root cause.”
“The fundamental difference is in synergy!”
“When we think about improving the shop experience, we often focus on very one-sided and shallow areas.”
“For example, renovate the shop, change the lights, make customers’ shopping experience better; organize salespeople to train and improve their professional skills; change the location and layout of the shop to increase the flow of people…”
“However, these measures are too one-sided and shallow. They might have a certain effect but they cannot solve the problem fundamentally.”
“Thank you, Boss Pei, for providing a new and higher dimension of thinking!”
“Experience shops and stores, as the windows that brands show to customers, how much effect they have would be a combination of many factors.”
“The shape of the brand, the planning of the products, the renovation and layout of the experience shop, the salespeople… These seemingly unrelated points are actually closely related!”
“Only by unifying all of them and taking them into consideration would such a wonderful chemical reaction be formed. The experience shop would become a part of the brand and give customers the best shopping experience!”
“Boss Pei, thank you so much. This trip to Tengda experience shop was worthwhile. I’ve learned so much!”
Yao Bo could not help but hold Boss Pei’s hand with both hands, his eyes filled with gratitude.
The deterioration of the Jinding Corporation’s stores in recent years had always been a worry for them.
In order to solve this problem, Jinding Corporation had thought of many ways. For example, renovating shops, training salespeople, poaching competitors’ sales talents, trying to open online shops, and so on.
However, none of them succeeded!
It might be slightly better but it was still unable to resist the general trend.
After seeing Tengda’s experience shop today and analyzing it with Zhou Muyan, Yao Bo suddenly understood the gap between the Jinding Corporation and Tengda experience shop. He also understood the crux of the problem with his own shop.
Now that he had gotten an answer to the question that he had been troubled about, he felt as if he had been enlightened!
Of course, he might not be able to solve it even if he knew.
The Tengda experience shop was so successful mainly because of its brand and product strength. If they did not have the support of the corresponding product strength and rashly learned the sales model of Tengda experience shop, they would definitely die very badly.
If the quality of the product was not good, then the sales ‘fake dissuasion’ would immediately become ‘real dissuasion’. The sales volume of the shop would probably drop by a thousand miles.
Thus, this model might not be able to solve the current problem of the Jinding Corporation. It might even backfire. After all, there was a huge gap between the brand appeal and product strength of the Jinding Corporation and Tengda.
However, no matter what, Boss Pei’s method of handling the Tengda experience shop showed Yao Bo a completely new possibility that he had never considered before.
This was equivalent to allowing him to stand on a higher vantage point and carefully observe the problems in his own shop.
Even if he could not solve it immediately, he had finally taken a huge step forward!
Pei Qian fell into a daze seeing Yao Bo holding his hand excitedly, seemingly forgetting himself.
How the f*ck did this happen?
At first, he thought that the nurturing of the sales group was Tengda’s long-term plan. If it was nurtured well, it could spend a lot of money and reduce sales volume. That was why Pei Qian spent so much effort to get Tian Mo to memorize the sales regulations and open an experience shop for Tian Mo to practice.
In the end, this huge experience shop failed on the first day of testing??
Pei Qian could not help but recall what Meng Chang said previously.
He knew that this place would become popular after taking a look at the experience shop!
At that time, Pei Qian was very indignant.
Do you know what the situation is like in the shop before you conclude that it would become popular? Is it wishful thinking?
Now, it was proven that what Meng Chang saw was not wishful thinking . On the contrary, he saw it very clearly.
The wishful one was Pei Qian, the only one who thought that the experience shop would not become popular…
Pei Qian could not help but look up at the sky, speechless.
Ah, what a sad story.