If the customer asks, "Does your computer seem to be a little low-configured?" It's time for us to start selling. Customers will ask this question only if they want to buy it. How to answer this question at this time?
1. Admit that our configuration is not as high as other brands at the same price.
Sales statement:
BenQ computers are not as high as other brands in this price range. Our BenQ computers are specially designed for different users. What did you buy a computer for? BenQ computer users are mostly at home, and their general purpose is to study, surf the Internet, watch movies and play some small games. This configuration is enough to meet your needs (we must tell the customer that this configuration can meet his needs before he will listen to us). "If we simply compare the configurations at the same price, BenQ is not as high as Lenovo, Lenovo is not as high as tcl, and tcl is not as high as Shenzhou. If so, it is definitely the best seller in China, but it is not the case. -Yuan Yuan's classic sales statement (Give the customer a question, and we will take this opportunity to implicitly tell the customer that it is wrong to simply compare the configuration. I believe the customer will be interested in listening to our statement, so let's continue to introduce it).
2. Tell customers how our computers are "humanized" for different users.
Introduce the computer flow: 1. Liquid crystal display.
sound
3. Keyboard and mouse
4. Chassis
5. bento box
Show the customer a video of mtv (mina-Rotation in Korea) (this mtv must be effective, otherwise our previous efforts will be in vain).
Sales statement:
1. LCD. You can see the effect of our LCD monitor (be sure to introduce it when playing mtv, and then turn it off until the customer makes a deal or leaves). The model of this LCD is 93VW, and the individual price is 2 199 yuan. Generally, the LCD cost of brand-name machines does not exceed 1400 yuan (the customer thinks our computer is expensive because he thinks our configuration is not worth the price, but they don't know that our main cost is invested in LCD. . . . . . . Above all, we must tell our customers that although our configuration is lower than others, we have invested more energy and cost in other places. When customers read the sales statement, they will understand that BenQ is doing this for the sake of customers. This is the differentiated competition in BenQ, so we must tell the prices around us when introducing it, so that customers can have a reference. Few brands can match such a good LCD. I'll tell you why this LCD can be more expensive than others and close to 400 yuan. Did you get a good look at its picture? Why is it clear? 1. Its response time is only 8ms. Although many brands on the market say it is 8ms, those are not real 8ms. The actual response time is 12ms or 16ms, depending on the effect. (Now many brands in the market claim that their LCD is 8ms, so we simply say that our LCD is 8ms, which has no advantage. When watching movies (such as racing scenes), the general LCD has smear, but this LCD does not. 2. Its brightness is higher than that of ordinary display. The maximum brightness of ordinary liquid crystal is 300 lumens, and ours is 400 lumens. You can see whether it is clear from the side, and the viewing angle is larger and the effect is more realistic when watching movies and photos. 3. This monitor has a color reduction chip, and the color is very good. Generally speaking, mtv is white when viewed through LCD. Another thing that many people don't know is that it has a DVI interface, which can be directly connected to the future set-top box to make a digital LCD TV. Now just buying an LCD TV is almost close to 4000 yuan, which means you bought another TV.
Let's listen to the sound effect again. Did you feel good after listening to mtv just now? This kind of sound is made by JBL, which is specially used for BMW Benz cars. The Vienna Grand Theatre uses JBL sound (telling customers that our sound system is famous). BenQ is a top brand, and we won't cut costs on it. This stereo sells for more than 400 yuan alone. Only BenQ is willing to use JBL in domestic brand machines. Let's take a look at the sound effect of our stereo, and put it on the "ferry" in Cai Qin: turn up the bass and all the volume to the maximum, and block the bass mouth with a paper towel, so that customers can see the vibration of the paper, which will be visually shocking. JBL's stereo can't be blown out! ! !
3. Look at our keyboard again. Ergonomic arc design and X-box keys feel comfortable and won't feel tired when typing. Hubei Daily Group bought 100 seashells at one time. Other reporters type a lot of manuscripts a day. They knew the importance of keyboards and ordered them. Many people think that the keyboard and mouse are not important. This view is wrong. Keyboard and mouse are basic input tools. If the calligraphy pen doesn't work well, are you still in the mood to practice? The four-degree adjustment function of Haibei keyboard can change the inclination angle of the keyboard at will. Generally, the keyboard has only two feet, but we adjusted it four times. So why does BenQ pursue humanization? This mouse and keyboard suit was bought separately from 200 yuan, and the average mouse and keyboard are mostly from 80 yuan, so the cost of 120 yuan is simply saved.