客戶是衣食父母，是真，客戶是上帝，是假。

客戶真的是上帝嗎？

我覺得不是。

你覺得呢？

從步入社會(huì)起，很多人說過“客戶是上帝”這句話。聽了99遍，假話也變成真話。

在很多消費(fèi)情境中，客戶看似很精明，其實(shí)是弱勢(shì)群體，因?yàn)樗麄兛吹降挠肋h(yuǎn)是別人希望他們看到，相對(duì)而言，我們這些銷售產(chǎn)品的人，才是內(nèi)行。

就類似于信用卡消費(fèi)，表面上看可以幫助我們節(jié)省一筆錢，例如積分兌換，航空里程等，只要我們能保證自己在規(guī)定的期限內(nèi)還款。

但是，實(shí)際上銀行做這些產(chǎn)品的時(shí)候，都是經(jīng)過精算的，既然會(huì)推出這個(gè)項(xiàng)目，就說明這是一個(gè)穩(wěn)賺不賠的生意。哪怕大部分人都能在規(guī)定的時(shí)間內(nèi)還款，并且消費(fèi)額達(dá)到一定標(biāo)準(zhǔn)的話，還能通過信用卡獲得一些額外的收益。

但是，總有一部分人，因?yàn)楦鞣N原因逾期，那一旦逾期，這個(gè)利息就會(huì)變得非常高，一般是10%以上的年化，而且欠的越多，這個(gè)欠款就會(huì)利滾利，跟高利貸也差不多。信用卡生產(chǎn)要成本，推銷信用卡要成本，被薅的羊毛也需要成本，那這些信用卡的成本都被誰支付掉了呢？

那些沒有及時(shí)還款的人，而那些定期還款，并且能時(shí)不時(shí)通過信用卡積分兌換薅到一些羊毛的人，他們就是因?yàn)橛羞@些人的存在，所以才能“0元購”。

你看，信用卡在推銷的時(shí)候，每一位潛在的客戶都被稱為是上帝，各種優(yōu)惠政策也給的明晃晃，但是你只要逾期了，你就要額外支付15%的利息了，而且由于信用卡的額度比較高，都是數(shù)字刷起來沒概念，還會(huì)導(dǎo)致很多額外的消費(fèi)。

大家知道，現(xiàn)在各大電商平臺(tái)都在互相搶用戶，變成了買方市場(chǎng)，所以大家都致力于把客戶服務(wù)卷到極致，例如，現(xiàn)在買東西一般都有運(yùn)費(fèi)險(xiǎn)，客戶收到貨之后，覺得不滿意，快遞直接上門取件，零成本退貨。

很多人以前買東西的時(shí)候，叫做貨比三家，現(xiàn)在有了運(yùn)費(fèi)險(xiǎn)可以0成本退貨之后，買東西不管三七二十一，只要看上了，覺得喜歡，就先全部買回來試一試，摸一摸，哪怕是過過眼癮也好，之后再一口氣退掉。

有了運(yùn)費(fèi)險(xiǎn)之后，我的購物率也明顯上升了。

所以，現(xiàn)在電商的退貨率非常高，這是原因之一，這相當(dāng)于額外增加了成本，那這些成本最終由誰買單呢？

那些真的需要這些產(chǎn)品的消費(fèi)者來買單。

我作為銷售人員，不應(yīng)該以一種“誘惑”的姿態(tài)來吸引自己的目標(biāo)客戶，因?yàn)楫?dāng)我們發(fā)出這種信號(hào)的時(shí)候，我們找來的都是喜歡占便宜的客戶。

所以當(dāng)我2年前開始決定銷售自家展柜的時(shí)候，我就定了3大原則“不做比價(jià)生意，不做賒賬生意，不做窮人生意”，做生意要正心正念，展柜的制造質(zhì)量要對(duì)標(biāo)國際一線大品牌。嚴(yán)格杜絕偷工減料、以次充好、粗制濫造的展柜產(chǎn)品。

商業(yè)的底層邏輯就是要盈利，我覺得過于“討好”客戶，反而會(huì)讓我們錯(cuò)失我們真正的目標(biāo)客戶，因?yàn)槲覀儗?huì)把我們的大部分精力用于服務(wù)那些喜歡“占便宜”的客戶，最后，讓我們“獲利”的客戶反而會(huì)吃虧。

一名好的銷售應(yīng)該是客戶的顧問，讓客戶少走彎路，少踩坑，避免他們花大價(jià)錢，占小便宜，買到假冒偽劣，粗制濫造的產(chǎn)品。而不是靠讓渡自己的合法利益，去引誘客戶下單。因?yàn)榛ǔ鋈サ腻X，總要有人買單。而這個(gè)買單人，恰恰就是不希望占我們便宜的準(zhǔn)客戶。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試。

Are customers truly gods? I think not. And what do you think？

The phrase "the customer is god" has been repeated so many times that it almost feels like the truth. Yet, in reality, customers are often more vulnerable than they appear. They see only what we want them to see. As sellers, we are the insiders.

Take credit card usage as an example. It may seem like a savvy consumer can save money through rewards and points, provided they pay their bills on time.

Banks, however, meticulously calculate these offerings to ensure profitability. Even if most users manage to avoid interest by paying on time and accruing benefits, there will always be those who fall behind. The interest rates for late payments can soar above 10% annually, compounding the debt. The costs associated with producing cards, marketing them, and compensating for those who game the system are ultimately borne by someone.

Who pays for these costs? Those who don't make timely payments. The diligent users who reap the rewards do so at the expense of those who default.

Credit card companies court potential customers as if they were gods, offering attractive deals. But once a payment is missed, the interest rate jumps significantly. The high credit limits can lead to careless spending, further exacerbating the issue.

Today, e-commerce platforms compete fiercely for customers, transforming the market into one dominated by buyers. To attract and retain them, retailers offer perks such as free return shipping.

This has led to an increase in impulsive buying, where customers order items just to try them out, often returning most of what they purchase. These returns come at a cost, which is ultimately absorbed by genuine buyers.

As a salesperson, I should not entice my target audience with deceptive tactics. When we signal such an approach, we attract bargain hunters rather than our ideal clientele.

Two years ago, when I began selling display cases, I established three principles: no price comparison, no credit sales, and no sales to those who cannot afford our products. Our display cases must meet the quality standards of international top-tier brands. We must avoid shortcuts, substandard materials, and shoddy workmanship.

The fundamental principle of business is profitability. Over-accommodating customers can distract us from our true targets, diverting our efforts toward those looking for a deal at the expense of our loyal and profitable clients.

A good salesperson acts as a consultant, guiding customers away from pitfalls and ensuring they get value for their money, avoiding low-quality products. We shouldn’t lure customers with concessions that ultimately harm our business. The ones who pay the price are those who genuinely believe in fair transactions.

If you're dissatisfied with your current display case, consider XinFeng Factory.

我是展柜大小姐章婭妮，來自東莞鑫峰展柜廠，30年來我們廠只做類似于卡地亞珠寶這樣的奢侈品展柜和道具。

100多個(gè)國內(nèi)外品牌授權(quán)我們廠制作展柜和道具，雖然我們貴一點(diǎn)，但是品質(zhì)堪比卡地亞。

既能做鐘表、珠寶、博物館等展柜，又能做陳列道具的工廠，這樣的工廠，在國內(nèi)沒有第二家。

我已經(jīng)用自己的姓名“章婭妮”注冊(cè)了展柜品牌，這代表了我此生不轉(zhuǎn)行。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試。

手機(jī)/微信：17688026138

聯(lián)系人：章婭妮

地址：中國廣東省東莞市企石鎮(zhèn)永發(fā)工業(yè)區(qū)環(huán)企大道42號(hào)之一

I am Ms. Zhang Yani, from Dongguan Xinfeng Showcase Factory. For 30 years, our factory has only made luxury showcase and props similar to Cartier jewelry.

More than 100 domestic and foreign brands authorize our factory to make display cases and props, although we are a little more expensive, but the quality is comparable to Cartier.

Both can do watches, jewelry, museums and other display cases, but also can do display props factory, such a factory, there is no second in the country.

I have registered the showcase brand with my own name "Zhang Yani", which means that I will not change my career in this life.

Do not satisfactory display case, should come to Xinfeng factory to try.

Tel/wechat: 17688026138

Contact: Zhang Yani

Add: No. 42 Huanqi Road, Yongfa Industrial Zone, Qishi Town, Dongguan City, Guangdong Province，China.