Вторая часть статьи Крайнова о продавцах и импульсивных покупках. Оригинал тут. Пригодится всем кто сталкивался с навязчивыми продавцами в магазинах.
Продолжение истории про отказ от покупки. Мы все, думая про себя, уверены, что ну мы-то умные, и что нас на мякине не проведёшь. Порой проведёшь, и мы сами в этом виноваты.
- Не надо переспрашивать продавца, если ты уже решил не покупать вещь. Это даёт продавцу второй шанс продать тебе вещь.
- Если тебе звонят по телефону и предлагают что-то купить, или если коробейник (уж больно слово классное!) стоит у твоих дверей – не соглашайся. Если ты слышишь, что твой знакомый посоветовал продавцу обратиться к тебе, позвони знакомому и попроси больше так не делать.
- По возможности плати наличными. Давно известно, что намного проще потратить деньги, которых у тебя нет, чем те, которые у тебя есть.
- Не обращай внимание на броскую упаковку. Цель упаковки – заставить тебя обратить внимание на товар, который как-то должен выделяться на полке магазина из груды других коробок. Красота коробки не имеет ничего общего с качеством товара (мой iPod Video сейчас находится в ремонте – после 4 месяцев использования).
- Не принимай уверения продавца за чистую монету. Деньги – неплохая причина манипулировать правдой. Обычно завышена либо цена товара, либо его ценность. Скидка в 30% означает лишь, что изначальная цена была взята с потолка, а потом снижена до более-менее разумного уровня. За полную стоимость товар никто не приобретал в любом случае.
- Ты покупаешь товар, а не продавца. Как бы продавец ни разливался соловьём, смотри на положительные и отрицательные стороны продукта, а не вдохновлённой речи продавца.
- Не надо давать информацию о себе. Женат ли ты (кольцо на пальце обычно даёт ответ на этот вопрос), есть ли у тебя дети, что ты любишь, зачем тебе нужна эта вещь – вся эта информация будет использована продавцом против тебя. Не надо оставлять свой адрес или телефон.
- Не надо колебаться. Прими решение, объясни его и будь уверен в своей правоте и не меняй его.
- Опасайтесь продавцов, делающих комплименты по поводу чего-то, что у вас есть, а потом “вспоминающих”, что уже не последняя модель. “Ой, какой у вас телефон. Это XXX? Точно, но это же старая модель, да? У них же с тех пор вышло три новых модели.” Смысл этой уловки в том, что жертва себя чувствует старомодной и попытается разрушить это убеждение другого человека. На самом деле, жертва будет выглядеть глупо, если она будет стараться показаться нестаромодной в глазах продавца.
- Ещё одна методика продавцов – использование эффекта отторжения. Особенно эта методика используется в продажах чего-то, что носит налёт избранности, например, членства в клубе или люксовых вещей. Состоит подход в том, что покупателю говорят, что он (покупатель), скорее всего, не заслуживает обладания вещью или быть членом клуба. Покупатель сразу же становится на собственную защиту – тем самым делая работу продавца за него. Правильный ответ на такой выпад должен быть такой: сказать: “да, ты прав: я недостоин обладания этой вещью” и уйти.
- Продавец знает тебя лучше, чем тебе кажется. Часто покупатели хвалятся друзьям, что им удалось обдурить продавца, который в чём-то ошибся, – но настоящая история, скорее всего, другая. И в большинстве случаев ты рад, потому что продавец сознательно дал тебе такую возможность. (То есть, продавец тебя обдурил, пока ты думал, что продавец что-то упустил.)
- Распродажи обычно таковыми не являются. Примеров можно привести тысячи. Рядом с моим нью-йоркским офисом был ювелирный магазин, на дверях которого много лет висела табличка “до 1 числа следующего месяца на всё скидка 40%”. На соседнем магазине пару лет висела табличка “Выходим из бизнеса. 80% скидки на всё”. Спроси у продавца, сколько будет стоить эта же вещь через неделю. Скорее всего, столько же, сколько и сегодня. Так стоит ли покупать что-то, когда у тебя нету времени подумать и принять осознанное решение?
- Самая главная уловка продавцов состоит в том, чтобы показать, как причина не покупать на самом деле является причиной купить товар. Не приводи причины, почему ты сказал “нет”. Когда тебя спросят об этом, просто скажи: “Я не хочу это покупать”.
Тем не менее:
- Продавец тоже работает – именно продажи и кормят его и его семью. То, что он продавец, не должно быть причиной ему хамить. Надо просто быть твёрдым с продавцом.
- Не приглашайте коробейников к себе в дом. Независимо от того, что они хотят показать, они являются посторонними людьми, выгнать которых из дома будет сложнее, чем просто не пустить.
- Если что-то выглядит слишком хорошим, чтобы быть правдой, – это обман. В жизни много мошенников, и многие люди не идут в правоохранительные органы после того, как их обманули, потому что им стыдно рассказать о совершённой глупости кому-то другому.
- Если ты что-то купил на улице, ты рискуешь тем, что в случае дефекта ты товар не сдашь обратно и не обменяешь. В крупных городах есть целые магазины, которые торгуют дешёвыми (но на поверку – купленными и сданными обратно или просто бракованными) вещами, переходящие из рук в руки, поэтому если ты купил там, скажем, ноутбук, то через месяц, когда он у тебя сломается, и ты придёшь в этот магазин ругаться, владелец сменится, и это формально будет другой магазин, без операционной истории.
Предыдущий выпуск: Как отказаться от покупки, даже если тебя очень просят.
Думал что все знаю. Оказалось нет. Даже о половине этих способов не подозревал. Защищайтесь и учитесь продавать сами.
В жизни высшее образование очень полезно. А если школа была уже давно и вы все позабыли, поможет хороший репетитор егэ по химии. Взяться за учебу никогда не поздно.
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