Customer Purchase Type Analysis

General type

What is a general model? A general customer needs a holistic explanation when making a product purchase decision.

This kind of person's mode of thinking is better or more focused on grasping the general direction, principles and structure, and generally does not pay attention to details.

In his mode of thinking, if he can grasp the big direction, big points and big principles, there will be no big mistake. The small details need not be noticed too much. This kind of people hate to pay attention to the small details of sesame mung bean.

Customer psychology:

This type of customer, we simply introduced to him, then the deal, such a customer is our favorite shopping guide, do not need to say too much, it is easy to deal with, this type of customer is relatively biased towards the general type, the purchase of clothing is also required to wear well, easy to buy;

I also prefer to wear a good shape, not like the style of shoelace; in life, the problem of eating is also enough to eat, there is not much demand for food.

Specific type

A specific type of customer is just the opposite of a general customer.

When making decisions, such a person puts all his attention on the details, and the questions raised are very particular about details.

Usually these people are very observant and have sharp observation. They will see details that others can't see, so when making purchase decisions, they will take into account almost all the small details that can be considered or imagined.

People of this type are rather cautious and sometimes even more critical. They may ask you a lot of small, small details about the product and how many of them do not know how to answer.

Such as price,

Composition, yarns and so on. Such people need more time to think and collect information when making decisions, before making decisions.

Therefore, when communicating with such a person, more information about products should be provided, and the smaller the information is, the more he can rest assured. He can make purchase decisions as early as possible, and in this case, the number of persuasions is the biggest.

In addition, such people buy other items in their lives, and like to read the instructions, carefully read the instructions and make decisions.

Customer psychology:

Customers are more concerned about details and are sensitive to numbers, so they like to read the information on the tag when they enter the door: first, look at the price; two, look at the fabric information (fabric composition and proportion and functional fabric introduction) on the tag.

When we encounter such a customer, when we communicate with customers, we should pay more attention to detail and pay more attention to the description of numbers.

The distinction between a general person and a specific person:

We know that the general type of people like the big direction, while the special type of people pay attention to details. When we communicate with customers, we can ask: "Sir / madam, may I give you a brief introduction or a detailed introduction?" so it is easy to distinguish from his answer.

Pursuit type

The pursuit of customers is very concerned about what products can bring, and what is the final result.

We talked about pursuing happiness and escaping pain. This type of customer cares very much about what benefits and pleasures the products can bring to him. Happiness means benefits, benefits, advantages and so on.

In terms of language, this type of customer directly tells others what I want.

Escape type

The escaping type and the pursuer are just the opposite. This type of person escapes from the pain. When shopping, most of the attention is not the benefits and benefits of the product, but rather the trouble that can be avoided after the purchase of products, which is to reduce the pain or to remove what is worrying them.

If you encounter such a type of customer, you should emphasize the emphasis. If you don't buy this product, what kind of trouble will you bring and what kind of pain will it increase?

This customer has a characteristic. When you ask him what he wants, he tells you what he wants.

Case study:

Friends sometimes drag us to bring things to us when telling us what they want.

If you buy clothes, you will say:

I don't want more bits and pieces.

I don't want to be too thin or too fat.

I don't want the colors too bright or too dark.

I don't want to...

If you buy shoes,

I don't want sole against skid.

I don't want heels too thin or too thick.

I don't want paint.

I do not want hair without hair.

I don't want to turn fur.

I do not want leather.

I don't want to be too expensive.

...

Customer psychology:

Evading customers, no matter what they buy, will tell others what I don't want. I believe many salesmen have met this type of person, "I don't want to..."

This is a typical distinguishing word.

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The solution for this type of customer is:

When we encounter this type of customer, we should add "no" when communicating with him, so that we can better synchronize and reach the same frequency, and customers will accept your viewpoint inexplicably.

Identical type

Before we explain the pattern of identity and the personality pattern of heterotypic, let's do an experiment to see if you are the same or the alien.

Look at the picture below: what do you see?

There are several answers.

A, all are gray gradation, the same size, the same area.

B, two vertical, one horizontal, two vertical high, horizontal short.

C, a horizontal one, two vertical ones.

D, three different locations.

The answer to A is completely identical; the answer to B belongs to seeking the same first and then seeking difference; C, the answer belongs to seeking the difference first and then seeking the same; the D answer belongs to the completely different type.

Which type do you prefer?

After a small test, we have probably known the difference between seeking the same type and seeking the abnormal shape.

If one day, several of your colleagues suggested that you should eat hot pot, many people agreed.

Those who seek common ground will feel that since everyone else has gone, I should go along with others.

This is the characteristic of seeking common people.

So when we encounter this type of customer, we should emphasize the similarities between the products introduced and the things that customers are familiar with.

Customer psychology:

Customers like the same feeling. When we encounter this type of customer, we need to ask him what advantages he has used or why he chooses that product.

The reason.

Seeking heterotypic

Heteromorphic customers like to see differences, and they like to be different from others.

There is often a situation in which the bones are picked up in eggs, and they are antagonistic to others.

When you say east, he wants to go west.

You are right. He will prove that it is wrong.

If you think something is good, he will say something about it. He always likes to pick out some differences.

It is very difficult to communicate with people who are seeking the same type and seeking different shapes.

Customer psychology:

People who are heteromorphic always like to be opposite to others.

So we use this psychology to guide.

Of course, this kind of person also has the strong point, that is, his observation is very keen.

When you work with or cooperate with such people, you will find that his creativity is especially strong.

Our salesmen will have a lot of headaches when they meet such customers. They feel very hard to deal with such customers, because when you talk about the good products, they start criticizing it. You say your product is super value. He immediately tells you that your product is too expensive.

It always makes you feel like criticizing you.

Persuasion strategy:

"Negative is positive" method.

What is "negative and positive"? This kind of person likes to play a different tune with others, so he will lead in opposite directions.

If you want him to go east, you do not say to the East, you deliberately say that he is right West, he in order to oppose you, then from west to East, so in your heart.

The above case takes advantage of the "negative and positive" method to solve the problem.

Many shopping guides have such experience. Some customers are "prick heads" type. They pick faults and speak too bad. Shopping guides do not directly give customers good looks. They are also rather mean, but customers end up making deals.

Such people belong to those who seek heteromorphy.