The couple ended up buying three air conditioners.
One is a relatively expensive central air conditioning unit, and the other two are the models they had their eye on from the beginning.
They bought these two units voluntarily because Chen Zhe said that his friend also took out a loan to buy a house, and the money for the loan was paid by his parents. The first thing he did after receiving his salary was to buy this air conditioner for his parents.
The young couple seemed to empathize after hearing this, and then gritted their teeth and bought two more air conditioners for their parents.
After this order was completed, the two sales staff and the store manager were all a bit confused.
[No way? Mr. Chen really sold it?]
[What about the subsidy that Mr. Chen mentioned earlier? Why didn't we know about it?]
[Maybe this is a compromise he made to sell the air conditioners. If that's the case, then I can sell them too!]
The store manager and two sales staff came over to Chen Zhe and asked him about the subsidy.
Chen Zhe then told them the story.
The two salespeople were very confident after hearing that.
"If that's the case, that's great! Then we can sell it!"
Just then, a customer walked in, and a salesperson immediately stepped forward to introduce the product, starting with the subsidy program.
The customer just glanced at it and left.
He was a little confused.
When the next customer came in, he went up to them again and introduced the preferential subsidy policy, but he still left empty-handed.
He was getting a little anxious.
Why is things not as I expected?
Chen Zhe came over, patted him on the shoulder, and said with a smile, "It's okay, don't worry."
Another customer came in. He was a man, about 30 years old, wearing an inexpensive suit and carrying a briefcase.
He walked very fast, and almost finished browsing all the air conditioner products in no time. Just as he was about to leave, Chen Zhe called him back.
"Sir, is there anything you're not satisfied with?"
Chen Zhe walked over with a glass of water and very naturally handed it to him.
The man was taken aback.
After taking the water, he said, "There's nothing I'm dissatisfied with. I just came to take a quick look. I have to rush back to work later. Let's talk about it next time when we have more time."
Chen Zhe nodded; "Is your company far from here?"
"It's not very far, about 800 meters ahead. I was eating here just now, and then I came over to take a look."
"That's very close. By the way, do you often eat at our supermarket?"
The man nodded.
"Yes, the food at your supermarket is pretty good. I come here for lunch every day after work."
"What a coincidence! Sir, the supermarket is currently running a promotion where you can get coupons worth up to 2,000 yuan. These coupons can be used to buy anything in our supermarket, and they would be a great option if you were to use them for a meal."
The man's eyes lit up; he became interested.
What activity?
Chen Zhe patted the air conditioner next to him; "Sir, you came over to look at the air conditioner earlier, so you must need one, right?"
The man nodded.
"That's right, I want to buy one for my mom."
"Our supermarket is currently offering a discount and subsidy program, which means you can get a subsidy when you buy home appliances. Which one are you interested in? I'll take two minutes to introduce it to you."
The man hesitated for a moment, then walked over to one of the designs and pointed to it.
"How much subsidy do you get for this one?"
"This product can give you a subsidy of 1,000 yuan."
"What about this one?"
The man then pointed to another one.
"That one is 800."
The man stroked his chin, seemingly struggling with the decision; "But even after the subsidy, the price isn't exactly low. I saw one online for 1800, and I think that one would be fine, as long as it's enough."
"You're right, when we use air conditioning, we want it to be just enough. But I personally think that since you've come to our store, you must have considered other factors, such as the quality?"
The man was a little embarrassed.
"I do want to buy a brand-name product, thinking it will be of better quality, but my budget is limited."
Chen Zhe could tell that the man, wearing such an inexpensive suit, was probably not well-off and didn't have much money.
"Sir, you said you bought this for your mother, right?"
The man nodded.
"yes."
Does your mother live with you?
"No, she's in the county town."
Do you go back often?
"I...only go back for holidays." The man seemed to feel a little guilty when he said this.
"Sir, as the saying goes, filial piety is the most important of all virtues. You've come here to buy an air conditioner for your mother, which shows you're a very filial person. This model is indeed a bit more expensive than the one you saw online, but our product quality and after-sales service are very comprehensive. For example, since your mother lives in the county, we also have a store there. If there are any problems with the air conditioner, we can send someone over to fix it as soon as possible. I don't know if the air conditioner you bought online can do that?"
"Well... I didn't ask seriously."
"Sir, you only go back home during holidays, and your elderly mother probably doesn't know how to use these electronic products. In that case, after-sales service is very important to you, isn't it?"
"yes."
The man affirmed Chen Zhe's words.
"Also, this promotional offer only lasts until next month. After next month, the promotion will end. You can now buy our Changhe air conditioner for less money than before, which is very worthwhile. When your relatives visit your home, your mother can proudly tell them that you bought this big brand air conditioner. I believe your mother will be very proud."
The man was finally persuaded by Chen Zhe.
I gritted my teeth and swiped my card.
The store manager and the two salespeople were even more shocked when they saw it.
The man in the suit looked like someone who was just walking through the store. This kind of person is very common in stores, and they never go up to ask questions because they know that this kind of person will never buy anything.
Their most frequent action is to ask about the price.
Chen Zhe actually won over this difficult client with such ease.
If the young couple we just saw were lucky and tempted by the subsidy program, then the man in front of us has real ability.
After the man left.
The three of them gathered around at the same time.
"Mr. Chen, how did you do that? I didn't see any sign that the customer wanted to buy anything, how did you manage to close the deal?"
The one asking the question was the very confident salesperson who had tried using the discount policy several times without success, but Chen Zhe had only served two customers and succeeded twice.
The success rate is 100%, which is terrifying.
Chen Zhe looked at him with a smile.
"Who told you that customer didn't intend to buy?"
"Is that even a question? He was walking so fast without stopping; he probably just came over out of curiosity to take a look."
Chen Zhe shook his head after hearing his assessment.
"No, you have to believe that every customer who comes into the store has a need to buy something. If they didn't want to buy, they wouldn't have come in. Once you see them, you just need to address why they are hesitating."
"Huh? The reason for your hesitation?"
The three men scratched their heads.
"That's right. Everyone hesitates when buying something, especially expensive items. So you need to ask them what their needs are and what their concerns are. Once you resolve those, the sale will naturally be made."
Seeing that the three of them still didn't quite understand, Chen Zhe patiently explained it to them.
Did you guys see what I was doing just now, selling things?
"Yes, you poured them a glass of water at first."
"That's right, do you know why I poured this glass of water?"
"this……"
"It's to retain them. Everyone's time is limited, and the time we have to close the deal is so limited. So we need to extend the time we spend talking to them as much as possible and get as much information as possible so that we can better analyze what their needs are."
“We’ve done this before, but we talked to the clients for a long time and still didn’t close the deal, and we wasted time.”
"That means you're talking in the wrong direction; a lot of what you're saying is nonsense."
"But I feel that what we talked about is pretty much the same as what you just said."
"Really? Then try again."
Chen Zhe noticed that the salesperson seemed a bit unconvinced, so he didn't immediately argue back but instead asked him to try again.
The confident salesperson nodded.
Soon after, another customer came in; she was a stylishly dressed female office worker.
He stepped forward and poured a glass of water, just like Chen Zhe had done.
"Hey beautiful, wanna come look at the air conditioner?"
The stylish female office worker nodded, her expression slightly indifferent.
"Which one do you like? Let me show you around."
"I can see it myself."
The female office worker's reply was somewhat lukewarm.
The salesperson asked enthusiastically, "Miss, is this for yourself, or for an elderly person or a child in your family?"
He tried his best to mimic Chen Zhe's words, believing that Chen Zhe's success in selling the product was all due to his sales techniques.
"Own."
“If you’re using it yourself, I recommend you take a look at our latest model. It’s very smart. We also have a demo room here. Let me show you.”
The female office worker shook her head.
"No need, I already know about it."
"Oh! It's even better that you know about it! You must be familiar with our brand. Our products are of excellent quality, and we're currently running a subsidy program that lasts until next month. If you're interested in buying, it's best to do so now."
How much of a discount can I get?
"This one can be discounted to 1500! It's a really good deal. We're having a promotion right now, and we've already sold a lot of units today. If you don't buy it now, it'll be gone."
The salesperson thought that his enticing words would entice the customer, but the female office worker didn't seem excited at all; she simply nodded slightly.
"Oh, the discount is pretty good."
The salesperson thought she was interested; "Yes, it's really great. All my relatives have bought it. This product is really fantastic, and the price-performance ratio is extremely high."
"Okay, I understand."
The female office worker said calmly.
"So, are we going to buy this one? Have you decided?"
"Let's see, I'm not in a hurry."
The woman said she wasn't in a hurry, but the salesman suddenly became anxious.
"Beautiful lady, don't hesitate any longer. If you hesitate any longer, this promotion will be gone, and you'll have to pay an extra one or two thousand yuan if you want to buy it then, which is not worth it at all."
"It's okay, we'll see when the time comes. I don't particularly like it."
"Well... take a look yourself first, and let me know if you need anything."
The salesperson was speechless. Hadn't this woman just said she was familiar with the product/service? After all that explaining, why was she saying she didn't like it now?
Seeing that the woman was about to leave, he retreated to the side, quite disappointed.
Based on his experience, he was already certain that this woman wouldn't buy it.
After seeing the salesperson step back, Chen Zhe calmly walked up to him.
Are you waiting for a friend?
Chen Zhe looked at the female office worker and asked.
The female office worker was taken aback after hearing Chen Zhe's words; "How did you know?"
Chen Zhe smiled slightly.
"I noticed you kept checking your phone and holding a milk tea, so I guessed you were waiting for a friend."
The female office worker smiled after hearing this.
"You guessed right, but I still need to buy an air conditioner, I just haven't found one I really like yet."
"What a coincidence! We have a very special air conditioner in our store. It's a model personally signed by our Chairman Luo. We only have 100 of these air conditioners available. I wonder if you'd be interested?"
The woman's eyes lit up when she heard that.
"Really? Let me see."
Chen Zhe smiled slightly. This particular air conditioner didn't exist; he had just made it up on the spot. But he was very confident that he could get his hands on it.
"Madam, because this air conditioner is very limited, the price and quantity may be difficult to control. If you need it, I can help you submit an application."
The woman hesitated for a moment.
"Okay, where do I fill out the application?"
Upon hearing the woman's words, both the salesperson and the store manager, who were observing from the side, were startled.
Especially the salesperson who was introducing the product to the woman earlier; his mouth was agape, wider than a duck egg.
"No way? Mr. Chen actually closed the deal like this? What kind of spell did he cast on the client, or is he possessed by some kind of succubus?"
...
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