Question Yourself ?
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- Do you remember some special customers who were difficult to deal with?
- Would you be able to relate to these examples? Let us discuss.
Customer Types
Customer Types
Customer Types
- We as salesman need to know the customers inside out.
- A great salesman is the one who can impress each one of them after understanding exactly what they need.
- But you must know it first as a subject to be able to excel at it.
Introduction
This topic is for the professional who wants to know what kind of customer has to be dealt with in which manner.
Great sales people should be able to check and work with a variety of customers with equal rigor.
But inexperienced sales people make the mistake of trying the same tricks for each one of them, despite their obvious differences in taste.
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- He said: “So you can take you pick from these and tell us which one you want. We will not be suggesting you the cheaper option as it will be a compromise with the all-important security aspect.”
- I said: “Alright, I will go with option 1, as it has the maximum options.”
- And that was that. Sold to the max as per what I wanted. “Wow”, is what I have to say to this salesperson’s deals.
- This salesperson was able to show care to me regularly during the sales call.
- He made it impossible for me to leave without buying, and believe me I tried to leave many a times.
- Not that I was not getting what I paid for, but being a customer I wanted to procrastinate the deal till I was able to view other offers from other providers.
- But this salesman’s persistence was enough to keep me in the purchase.
- So what did I learn?
Author Suggests
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- Knowing about a person and his likes and daily routine makes it easier to sell.
Author Quotes
Author Suggests
Types of Customer
You must know what your customers are made up of and what make them tick.
EASY TO PLEASE [ EARL ]
THIS IS A TYPE OF CUSTOMER THAT IS STILL A BELIEVER OF THE WORLD AS IT IS KNOWN TO HIM. HE IS KIND AND FAIR IN ALL ARGUMENTS. HE GIVES YOU AMPLE TIME TO EXPLAIN. HIS DECISION IS BASED OF FACTS AND STORIES PROVIDED BY THE SALESPERSON. GENERALLY HE WOULD BUY FROM A PERSON IF HE TRUST HIM, LIKES THE BRAND, OR LIKES THE PRODUCT. NOT A LOT OF CONVINCING IS REQUIRED, JUST SOME PLAN OWN SALESMAN SHIP.
SKEPTICAL AHEAD [ SARA ]
THIS IS A TYPE OF CUSTOMER WHO IS SKEPTICAL IN WHAT YOU SAY. ONE OF THE COMMON QUESTION SHE WILL POST WILL BE “IS THAT SO”. ANY FACT YOU PROCLAIM WILL SOUND NOT TURE TO THESE ONES. THEY WILL REGULARLY OBJECT TO YOUR BRAND, PRODUCTS AND WHAT YOU SELL. THEY WILL BE SKEPTICAL OF EVERYTHING YOU PROVIDE. AND THE ONLY WAY TO CONVINCE IS TO PROVE WHAT YOU SAY IS TRUE WITH SUBSTANTIATED FACTS.
HOSTILITY LEVEL UP[ HANNA ]
THIS IS A TYPE OF CUSTOMER WHO IS DOWN RIGHT NOT IN YOUR FAVOR. SHE HAS ACES UP HER SLEEVE THAT WILL MAKE YOU SQUIRM WITH PAIN. HER PAST EXPERIENCES AND WINS WITH OTHER SALESMAN HAVE MADE HER STRONG AND INVINCIBLE. SHE FEELS SHE IS RIGHT AND NO 2 WAYS AROUND THAT.
HOWEVER THE BATTLE CAN BE WON IF WE CAN USE THE TECHNIQUES OF OBJECTION HANDLING WELL. ALL YOU NEED TO DO IS GET HER TO TALK A LOT MORE AND LISTEN. WHEN YOU KNOW THE PAIN POINT AT IT
INDECISIVE ONE [ IAN ]
THIS IS A TYPE OF CUSTOMER WHO IS NOT ABLE TO DECIDE WHAT HE WANTS TO DO.
BE ON HIS SIDE, KEEP ALL THE ARGUMENTS BUT GENTLY GUIDE HIM TO A POSITION.
PROVIDE HIM ALL THE INFORMATION NEEDED TO MAKE THE DECISION.
ENSURE TO REASSURE THE CUSTOMER OF THE DECISION.
YOU MAY PUSH HIM WITH ARGUMENTS AND YOUR CONVICTION OVER YOUR PRODUCT.
OBNOXIOUS HOW? [ OLIVE ]
THIS IS A TYPE OF CUSTOMER WHO IS FULL OF HIS STATUS AND KNOWLEDGE.
BUT WHEN FACING HIM YOU SHOULD KNOW HE SEEKS AN AUDIENCE AND THAT IS THE DEAL MAKER.
HE WANTS YOU TO LISTEN TO HIS ACCLOADS AND APPRECIATE HIS KNOWLEDGE.
THIS ONE IS EASY TO CONVINCE.
KNOWS TOO MUCH [ KING]
THIS IS A TYPE OF CUSTOMER WHO IS INTRESTED IN BUYING YOUR PRODUCT.
BUT HE IS MORE INTRESTED IN SHARING HIS IMMENSE KNOWLEDGE OF THE SUBJECT.
YOU MUST INDUGLE IN HIS KNOWLEDGE AT THE EXPENSE OF YOUR PRECIOUS TIME. IN ORDER TO SEAL A DEAL.
BARGAIN IS IN [ BETTY]
THIS IS A TYPE OF CUSTOMER WHO IS INTRESTED IN BUYING YOUR PRODUCT.
ONLY IF YOU CAN CONVINCE HER THAT IT IS A GREAT BARGAIN.
SHE WOULD BE HAPPY TO OBLIGE WITH A SALE, ONLY WHEN YOU HAVE THE BEST DEAL FOR HER.
SHE DOES DO HER HOMEWORK AND DISCUSSES WITH A LOT OF PEOPLE.
SHE WILL NOT BE HAPPY WITH GETTING A GREAT DEAL, IF SHE KNOWS THAT HER FRIEND HAS GOT A BETTER ONE.
RICH OPULUS [ RICK ]
THIS IS A CUSTOMER WHO HAS THE MONEY, AND TASTE. HE WOULD PURCHAS EONLY IF IT ADDS STATUS FOR HIM.
HE IS NOT EASY TO CONVINCE AND SELL TO.
BUT HIS DESIRE TO ALWAYS SHINE IS WHAT YOU NEED TO WORK WITH.
HIS NEED TO HAVE THE BEST THAT WORLD HAS TO OFFER.
ALSO TRY AND IMPRESS HIM SOFTLY WITH YOUR OWN ACCOMPLISHMENTS.
IMPULSIVE BUYER [ IRENE ]
THIS IS A CUSTOMER WHO IS IMPULSIVE BUYER, AND IS EASY TO SELL TO. HOWEVER, IT BECOMES A CHALLNAGE WHEN THIS CUSTOMER IS NOT INTRESTED IN BUYING. AS THEY ARE IMPULSIVE. WE NEED THEM TO BE CONVINCED WITH THE SPEED OF THE OFFER. AND A TIME BOUND REPONSE REQUIREMENT WILL BE ABLE TO SEAL THE DEAL.
Author Suggests
On the basis of general behaviors we can even sort customers with certain dispositions.
The cost of maintaining the customers and their relevance to feasibility are shown below.
Knowing about a person and his likes and daily routine makes it easier to sell.
It is harder to get new customer and you have to pay higher prices, and it is far easier retain older customer at lower prices.
Focus on all your customers no matter in which bucket they fall. Every one of them will give you something extra in terms of incentives.
Author Summarizes
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- You must learn about your customers.
- You must work on them and understand their types. And you must try to resolve their queries keeping in mind their types.
- Below is a small tip we got from another website.Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s,
