Dengdi Business School, how to master different types of customer purchases

According to the different types of purchases of customers, the following six types are summarized. Each type of customer needs different sales skills:

1 husband and wife purchase type

Many times, it is found that couples buy more at the same time. Careful observation of the role of the couple in making decisions is different.

1. Performance characteristics:

Men pay more attention to technical and other rational aspects, and women pay more attention to promotional activities, product appearance, how to use and other emotional aspects; two people often have differences, but generally the final decision is in the man.

2. Sales essentials:

(1) First judge who has more decision-making power.

(2) When introducing to men, more emphasis is placed on rational aspects, more use of technical language, introduction of product technology advantages, product performance, brand advantages, and enterprise advantages.

(3) When introducing a woman, it is more focused on the perceptual aspect and uses more sensible vocabulary. More about product appearance, promotions, looking through sales records and describing old users.

(4) If you can grasp the different psychology of male and female customers well, and can skillfully deal with the differences between the two in the purchase process, this is an excellent guide.

2 staff purchase type

The main reason for customers to buy together is that customers themselves often have uncertain ideas and need their companions to be their own staff. Customers are sometimes friends, colleagues, and neighbors.

1. Performance characteristics:

Hesitant, opinions are not uniform, and they are discussed from time to time.

2. Sales essentials:

(1) Try to let the companions who don't buy the smart drying racks stand on their side and convince the customers together.

(2) If the opinions of the companions are not uniform, it is difficult to convince at the same time. After the guides introduce the products, they can prepare some materials for them to bring back to see. The clever shopping guide will skillfully leave the customer with a contact number. Then, the shopping guides call each other and take a break-through method.

(3) If you encounter a master staff member and control the customer's trading rights, you can go to the leadership if you are stuck on the price issue.

3 carrying child purchase type

For customers with children, the shopping guide should pay special attention to the attitude of the child, because this often becomes a factor that affects whether the customer decides to purchase.

1. Performance characteristics:

Affected by children, when listening to the guide to introduce the product, the eyes must also stare at the child, often interrupted by the child during the introduction process.

2. Sales essentials:

(1) Warm reception and praise children. If the customer comes to the door with a child, don't forget to say a few words to the child kindly while greeting the customer. Praise the child to avoid being too practical. If the child is not beautiful, don't praise him for his good looks, but praise him for being smart. If the flattery is too explicit, it will easily attract resentment and the result will be counterproductive.

(2) If there are two shopping guides in the store are not very busy, there must be a shopping guide to take care of the children.

(3) If you are a shopping guide, you have to put half of your energy on the child.

(4) If the child accidentally broke or soiled the contents of the store, do not show an unhappy look, but smile and say "little guy, pretty naughty" or "do not mind" and other similar words to the child, customer I will be grateful.

(5) The shopping guide is best to prepare toys with advertising significance, such as balloons, ballpoint pens, stickers and other small gifts to attract children. In this way, the customer can concentrate on listening to the product, and the conversation between the purchaser and the customer will not be disturbed by the child, avoiding the embarrassment of both parties.

4 promotion purchase type

If the advertisement makes people feel heart-warming, the promotion makes people act. Promotion is an important way of competition. Every time you go to some important holidays, when shopping malls engage in activities, they will attract a large number of customers. Under the temptation of low prices, they can't help but walk into the store to see them. These people are buying specials. The customer of the drying rack.

1. Performance characteristics:

Go straight to the special price, the on-site purchase rate is higher.

2. Sales essentials:

(1) Warm reception, highlight selling points, do not think that product specials, services are also discounted.

(2) When introducing to customers, we must affirm the quality. It is necessary to explain that although it is a special product, the style is not out of date, but the style is different, and the cost performance is the highest, so as to eliminate the customer's cheap and no good goods.

5 gift purchase type

Gift purchases are one of the most popular promotional methods. If you buy a smart clothes rack and get extra giveaways, that's great. In fact, many customers are attracted by the "gifts" to raise their willingness to buy. This type of customer is called: "Gift purchase customer". Whenever a promotion is held, there are often customers from all over the world. There are many “gifts to buy customers”.

1. Performance characteristics:

Believe in quality, like gifts, the rate of purchase on the spot is higher.

2. Sales essentials:

(1) Praise the eye, promise service, thank you for the gift.

(2) At the stage of transaction, when the customer is hesitant, the shopping guide can make full use of the customer's psychology of small and cheap, and add some small gifts to make the customer feel that it is not easy to get (pretend to ask the leader) to promote the transaction. This is an effective way to deal with gift-type customers.

6 bargain purchase type

Every purchaser has this feeling, and some customers are born with the nature of bargaining, and are good at killing. Because they are convinced of their ability and often complacent about it, they often enjoy it. This type of customer we call a bargain purchase customer.

1. Performance characteristics:

Choose a style, stick to the discount, and just buy it on the spot.

2. Sales essentials:

(1) Praise the eyesight, highlight the quality, and properly meet.

(2) The purchaser should welcome the purchase price customer. Because they are interested in buying and opening the price, the price is a prelude to the purchase, so the guide must not be able to respect them.

(3) For those who really want to buy, they don't mind spending more than a few tens of dollars. They just want to prove their ability to kill and get psychological satisfaction. If the shopping guide has a good grasp of the customer's psychology, when the customer insists on the price, he must make a "sincerity" killer and tell the customer "a special discount is given after the application is applied to the superior." Almost all customers will be impressed by this sincerity, and then the method of Xiao En Xiaohui will be implemented.

This kind of customer does not necessarily work with the gift of small gifts at the beginning, and must give the customer a process of killing the price, giving him psychological satisfaction.

Editor: China drying rack net - Taitai