[China Glass Network] Marketers often encounter this kind of situation. When you make a slap in the face and dry your mouth, you find that he is not a "real customer". How to instantly recognize the customer and attack it in one fell swoop, Xi'an Talent recruitment network Xiao Zhang will analyze nine common customers in actual marketing, so that we can conduct on-site marketing explanations more efficiently.
1. Customers with accompanying type
Symptom: This type of customer is not commenting on anything, no matter what the marketer says, nodding or simply saying nothing.
Psychological diagnosis: no matter what the marketer said, such customers have decided that they are not ready to buy today. In other words, he just wants to understand the information of the product and wants to end your explanation of the product early, so he nodded and echoed the "right" marketing. The staff is not selling, but the heart is afraid that if they relax, the marketers will take advantage of it and make it embarrassing.
Prescription: If you want to reverse the situation and let such customers say "yes", you should simply ask "Mr. (Miss), why don't you buy today?" Using the cut-off question, the opportunity of customer negligence, the sudden questioning The room for the customer to lose their arguments, most of them will tell the truth, so that they can be siege according to local conditions.
2. Strongly installed customers
Symptoms: These customers think that the product is much more proficient than the marketer. He would say "I know this product very well", "I am very familiar with the people of the company", etc. He will say something that makes the marketing staff panic or unpleasant. Such customers are hard-working and intentionally manipulate the introduction of the product, often saying "I know, I understand" and the like.
Psychological diagnosis: This kind of customer does not want the marketer to predominate, or to force him to want to be prominent in front of others, but he knows that he is difficult to deal with the marketing staff, therefore, use "I know" to defend and protect yourself, suggesting marketing He understands, you don't want to lie to me. In this case, marketers should think that they have almost no knowledge of the product.
Prescription: You should let the customer trap. If the customer starts to explain the functional characteristics of the product, you can pretend to be the same as the nod. The customer will be very proud. When you don’t know what to do, you should say "Yes, you know the product." Really detailed, do you buy it now?" In order to show the people around you that they understand the product, the customer can't afford it. Therefore, when the customer asks how to answer it, he starts to panic. This is a good time to start introducing the product.
3, vanity customers
Symptoms: These customers are eager to say that they have money.
Psychological diagnosis: Such customers may be covered in debt, but they still have to live a luxurious life. As long as the marketers make reasonable inducements, they may make impulsive purchases.
Prescription: should be attached to him, care about his assets, strongly praise, pretend to respect him, said to learn from him, understand that he will take care of the face will bite his teeth to buy goods, but he will not write his face on the face, therefore, this Class customers are easy to trap. It can be brought to a certain degree of vanity by the product's fashionable appearance or some special features.
4, rational customers
Proof: These customers are steady, quiet, and rarely open. They always look at the merchandise with suspicion, showing an impatient expression, and because of his calmness, this will cause marketers to be very depressed.
Psychological diagnosis: Such customers generally pay attention to the explanations of marketing personnel. He also analyzes and evaluates marketing personnel and products. Such customers are more knowledgeable enthusiasts. They are careful, stable, and will not make mistakes. They are very rational. buy.
Prescription: This customer should be polite, honest and low-key, conservative, not too excited, should not have a feeling of inferiority, believe in their understanding of the product, in the field sales should emphasize the practical function of the product.
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