How To Sell Different Types Of Customers?

We must all know:

Women purchase initiative, purchase psychological instability, vulnerable to external interference, pay attention to appearance, quality, price, willing to accept suggestions.

Male purchase is impulsive, strong sense, clear purpose, hate long - length introduction, hope for fast trading, the lack of patience in the queue.

Here are some tips for selling skills:

Characteristic (Features) refers to the characteristics of the product.

You can introduce the characteristics of the product to its customers.

Advantage (Advantages) refers to the advantages of product characteristics.

Benefits (Benefits)

It refers to the benefits gained when a customer uses a product. These benefits are derived from the product characteristics and the advantages brought to them, so that customers feel the benefits of using them.

Two, how to receive different types of customers?

1. arguer

He did not trust salesmen and objected to the introduction, trying to find errors, more prudent and slow decisions.

We: produce goods, make sure that customers are good things, introduce knowledge about commodities, and use positive tone in conversation.

2. decisive customers know what goods they want.

Make sure that his choice is correct.

I am not interested in other opinions, and I wish the salesperson's language is concise.

We: strive for business, do not argue, natural sales, tactful and sophisticated insert some ideas.

3. the suspicious customers have doubts about salesmen's words, and do not want to be controlled by others. They need careful consideration before making decisions.

We use the manufacturing process, brand, trademark, after sale service as illustration to enable customers to touch and inspect products.

4. hesitant people are uncomfortable and sensitive.

Buying goods at an unusual price is not sure of your judgement.

We: Yes.

Friendly, respect them and make them feel comfortable.

5. indecisive people have little ability to make decisions on their own.

Hesitation and intense struggle in the heart require salesmen to help make decisions, ask salesmen to be staff officers, and make decisions that are correct.

We: put aside the needs and suspicions expressed by the customers, and introduce the strengths and values of the goods or services in a practical way.

6. circumference

Learn about the latest information.

No salesperson can say bullshit or buy in large quantities.

We: watch the signs of purchase, and politely and enthusiastically highlight the service of goods.

7. silent customers do not want to talk, they only want to think.

It seems that they are not interested in information, but they are really listening to the information.

We: ask directly and look at the signs of purchase.

8. consider considerate customer needs and discuss with others.

Looking for someone else to be a staff member is uncertain about what he doesn't know.

We: through a few unanimous views, draw out our own views and approach these customers.

Three. Several motives for customers to buy goods

1. seeking beauty: young city

Mainly

When buying goods, we should pay attention to taste and individuality, emphasize style, fashion, and "beauty as the center". We will not care much about price, quality, performance, service and so on.

But its conformity psychology is heavy, easy to accept others' persuasion.

2. the psychology of seeking fame: urban young men and women pay more attention to brand consumption, hoping to enhance their reputation through brand names, to show their differences and have a sense of security and trust for famous brands.

3. novelty Psychology - teenagers pay more attention to fashionable styles and styles, trendy, and are not considering whether the prices are reasonable and the quality is excellent. The core is fashionable and unique.

4., seeking a low price mentality. When low-income people choose to buy goods, they pay special attention to price, like "processing products" and "discount products".

5. hobby Psychology: the old people believe in the past, yearn for the past. According to their habits and hobbies, they determine the purchase principles. They are persistent and regular. It is difficult to persuade them to change their habits.