As a CNC cutting machine salesperson, we should understand the different characteristics of different types of customers, and to promote customers to buy our products. In fact, we can divide the general questions around us into 9 types. These nine types of customers have their own unique behavior when buying products. How can we grasp these behaviors and capture the psychology of customers? is very important. This article will be detailed for everyone to analyze each type of customer, I hope the CNC cutting machine sales staff opened, can promote their own business capabilities.
The first type: The echo-accompanying customer's personality traits: Do not express any opinion about anything; no matter what you say, nod their heads; sometimes even simply do not say anything.
Psychoanalysis: No matter what you say, this kind of customer has already decided that he is not ready to buy today. That is to say, he just knows the product information and wants to end your explanation of the product early, so he nodded his head freely and wanted to You are not selling. But in fact, there is a fear that you will be lax and allow you to be successful and promote success.
Solution: If you want to reverse the situation and let such customers say yes, you should simply ask the customer why they do not buy today. Use the question and take advantage of the customer's negligence. Sudden interrogation will leave customers with no room for excuse. Most of them will tell the truth, so that they can be siege to local conditions.
The second type: strong personality characteristics of the customer: This type of customer often thinks that his understanding of the product is more than that of the sales person. They often say “I know the product well†and “I and the company’s People are very familiar with it. At the same time, they also say something that makes the sales staff panic or unhappy. The typical feature of this kind of customer is to force the insider to deliberately manipulate the product.
Psychoanalysis: This type of customer does not want marketers to take advantage or force him and wants to stand out in front of the people around him, but he knows that he is very difficult to deal with marketers, so he often uses “I know†to defend and protect himself. The marketer understands that he does not need to lie to him. In this case, marketers must think that they have almost no knowledge of the product.
Solution: The customer should be trapped. If the customer begins to explain the features of the product, you can pretend to agree to nod. At this time, the customer will be proud. When you are overwhelmed by the difference, you should say, "Yes, you know the product in detail. Are you buying it now?" In order to express to the people around you that they were not able to understand the product, the customer asked why the customer did not know how to answer and started to panic. This is a good time for you to introduce the product.
The third type: Vanity-type customer personality characteristics: This type of customer desires people to say that they have money.
Psychoanalysis: Such customers may be covered by debt, but they still have to live a luxurious life. As long as the sales staff conducts reasonable inducements, they may make their impulsive purchases.
The solution: He should be accorded with him. He cares about his assets. He praises him and pretends to respect him. He says he wants to learn from him. He understands that he will scruples face and will clench his teeth to buy goods, but he will not write on his face. Therefore, such customers It is easy to trap. Can be sold through the product's fashion appearance or some special features, to give it a certain amount of vanity to meet.
The fourth type: the characteristics of rational customer personality: The main feature of this type of customer is warm and quiet. They rarely speak and always look at the product with a skeptical eye. It is because of the customer's calm that it causes marketers to feel depressed and unable to start.
Psychoanalysis: This kind of customer is generally paying attention to the explanations of the marketers. At the same time, it analyzes and evaluates marketers and products. Most of them belong to intellectual enthusiasts. They are attentive, secure, and can speak without errors, and are very sensible to buy.
Solution: In the sales process of such customers should be polite, honest and low-key, conservative, do not be too excited, there should be no sense of inferiority, I believe that their understanding of the product, in the field of sales process emphasizes the use of the product Sex.
The fifth type: Indifference-type customer personality traits: The most important feature of this type of customer is to buy or not buy, and does not care about the excellence of the product. In fact, it is not very polite and not easily accessible.
Psychoanalysis: This type of customer does not like the marketing staff to exert pressure and promotion, likes to actually touch the item, and hates the marketing staff to introduce the product. Pretend to do nothing about the surface, in fact, is very concerned about the very subtle information pages, attention is more concentrated.
Solution: For such customers, popular product introduction methods will not work and low-key intervention will be better. Through the unique characteristics of the product to pick up the curiosity of the customer, so that he suddenly interested in the product, the customer is naturally willing to listen to your product introduction.
Sixth: The curious character of the customer: This kind of customer does not have any obstacles to purchase. He only wants to bring back the information of the product. As long as time permits, he is willing to listen to the introduction of the product. At that time, his attitude will become humility, and he will politely ask some appropriate questions.
Psychoanalysis: This type of customer can buy at any time as long as they look at their favorite products and arouse their desire for purchase. Most of them are types that are purchased on impulse.
Solution: Some creative product introductions should be compiled so that when the customer is excited, the time is still in your hands. This kind of customer must be sure that this is a good opportunity.
Seventh kind: Character of good customer character: This kind of customer is modest and courteous. It does not only exclude the marketing staff, but also pays homage to it.
Psychoanalysis: They like to tell the truth, they do not bring the slightest lie, and they listen very carefully to the marketing staff's introduction to the product.
Solution: This type of customer should be certified and treated, and then suggest the charm of the product, the marketing staff to apply a stable attitude to the customer to show their professional aspects of the ability to display the explanation must be reasonable and valid. Pay attention to the quality of service and details, peace of mind, do not show off.
Eighth kind: rough and ambiguous customer character traits: this type of customer will be inexplicably looking for trouble, his behavior seems to blame all issues arising from you, so their relationship is likely to deteriorate. He does not want to hear your explanation at all. The suspicion of the commodity is very heavy. No one can deal with him easily.
Psychoanalysis: Such customers generally have personal troubles and psychological pressure, so they are looking for someone to vent.
Solution: You should deal with them in a friendly manner. Understand the background of your customers. Do not argue with them in a steady manner. Avoid saying pressure on the other side. Otherwise, you will become more impatient. The introduction of goods should be soft and polite, and you should pay attention to his expression. Let the customer think you are his friend.
Ninth: Tough and hard-to-find customers' personality traits: They are very demanding in terms of product features, appearance, and services, and they have a certain degree of exclusion from the marketers.
Psychological characteristics: This type of customer has always been cautious, worried about being deceived, so as much as possible to put forward some questions and details beyond the normal thinking of others to eliminate the inner concerns, while paying attention to cover up their inner guilty conscience.
Solution: patiently answer all the questions raised by the customer, dispel their doubts, language must be tough, and in the process of explaining, guide the customer's thinking to the product's features, selling points, avant-garde and after-sales service integrity aspects, can Send the text directly in the way of asking questions. One by one to eliminate customer's doubts, and closer to the customer.
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