To do a good job in sales, you must first learn to judge the type of customer, so that you can prescribe the right medicine.
Strong leadership customers
This type of client is usually decisive and likes to be in control. They tend to get to the point quickly in meetings and don't like to waste time. In the face of such a customer, the salesman needs to:
After a brief pleasantry, quickly get to the point and ask the other person what they want.
Demonstrate your solutions directly and highlight your expertise.
Keep communication direct and pragmatic and avoid getting entangled in too many details.
Cheerful ** type customer
This kind of customer has a cheerful personality, laughs and laughs with you, and he approves and praises you when you say it, and it is easy to raise your expectations. When you think that the deal is close at hand, come back to make a plan, and go to him again, he has already signed a contract with another company.
You are surprised, obviously the conversation went well, why the result is reversed. The reason is simple, you meet cheerful** customers. His words and deeds make you mistakenly think that you will achieve it, so you will take it lightly and focus on family affairs and forget to talk about business. And the customer does not know the product better from you, and gets what he wants, so he will naturally not make a deal.
In the face of this type of customer, the salesperson needs to:
Keep your emotions under control and stay professional.
Proactively ask questions to direct customers to the strengths and weaknesses of the product itself.
Determine the customer's propensity to buy with sharp questions to ensure that the sales are going in the right direction.
Mature and stable customers
Mature and stable customers are generally easy-going people who are easy to get along with, and once they have a cooperation with them, they will be very good customers because they are very loyal. However, this is a double-edged sword, and in order to avoid conflicts and the hassle of changing partners, they will stay true to their existing relationship and will not change easily.
How do you communicate with these customers? It is generally divided into these four steps:
Slow down and remember not to exaggerate your product and give him the impression that it is not sincere enough.
Establish friendly links with customers, such as chatting about hobbies, talking about family, understanding the company's development history, and each other's industry trends.
Think from their perspective, understand their needs, and come up with solutions that work for them.
Understand their existing partnership model, analyze their own strengths and weaknesses, and dispel their concerns.
In short, it is to enter into an in-depth conversation with the customer, agree with him at the level of values, let him truly agree with you, and finally reach cooperation.
Thoughtful customers
The last type of customer is considered "thoughtful" and can also be referred to as "analytical experts".
They like to study the data, get stuck in the details, read manuals, and ask where the data comes from. Sharp questions are asked, such as, "How long have you been in the industry?" How many customers do you have? Why don't some customers choose you? ā€¯
They pay attention to product quality and service, and like to let the salesman make guarantees and guarantees. The decision is slow, and the pros and cons of multiple are compared at the same time, which takes a long time.
How to deal with this type of customer?
They have high requirements for service and product quality, so we should not make concessions at the beginning, otherwise we will win the order and lose the profit in the end;
Collect detailed data and do your homework so that you can respond calmly;
Be patient with the customer's decision, and don't choose to give up on the follow-up and look for the next customer because the customer decision is slow.
Sales is not static, and we have to choose different communication methods according to different customer types. Only by having a deep understanding of the customer's personality and needs can we ensure that the sales process is efficient and smooth.