If you have attended a sales training course or primarily based on your own sales practical experience you might be conscious that each and every prospect has distinct needs. One buyer might prefer an extensive explanation of one's product application possibilities. The subsequent prospect might be searching for reassurance. The third client may need to talk about a thorough cost-benefit analysis. Another buyer will have a specific question which calls for just a brief and precise answer. So, to be able to meet the needs of the diverse sorts of potential buyers, you ought to be able to speedily recognise the purchaser type you're dealing with. You then in addition ought to understand how you can adapt the manner in which you act, to best tackle that style of prospect.
Of course, a person will not reveal themselves to be precisely of one type. But, in the vast majority of instances, one of the 4 primary characteristics will dominate and determine what the customer expects and requires from the company.
Below are four statements with each representing a fundamental customer mentality:
Type 1: "I would prefer to grow the usage of your product to different areas within my business. Specially, I wish to go into... But it does not say anything in the directions about how to accomplish this."
Type 2: "For me, probably the most important requirement We have for this product is that it be absolutely reliable. I wish to feel protected."
Type 3: " I took the time and calculated how much your product costs for every litre. Because 2.5 litres are necessary per 100 mm, your product or service is quite a bit more costly than equivalent types of your competition. What is it regarding the product or service that provides extra value for the selling price you're asking?"
Type 4: "I will explain in summary what I need to have from you. Please tell me with a simple yes or no whether or not it is possible to deliver these things or not!"
As a sales training exercise take a piece of paper and define, in a couple of key words, the way you will sell to each of the above buyer types. Then take a look at the answers below.
Solutions:
Type 1 is a buyer who has a wealth of suggestions who often likes to check out something new. They are creative, enthusiastic and really like innovative ideas. Explain to them your product's versatility and new application options and chances are you'll find an engaged listener. This sort of prospect tends to dramatise their difficulties and is inclined to exaggerate. They're status-oriented and must set themself apart with their purchase, maybe even show off just a little bit. Tell them about the advantages the offer presents to them personally and chances are you'll have them on your side.
Type 2 is actually a friendly man or woman who values harmony. They want to feel good concerning the buying decision they've made. They wish things to remain in order and ask numerous questions as a way to seek your reassurance. This person is looking for someone who understands their point of view and in whom they can confide. They hate conflicts and are as a result apt to withdraw, rather than create a confrontation, if they do not happen to agree with the proposal. Be mindful to always conduct discussions using a relaxed and uninterrupted environment. Otherwise, you will risk missing the fine emotional nuances expressed by your customer. This sort of buyer will not force their opinion on anyone. They enjoy a cordial private environment and dislike any type of surprise.
Type 3 adores questioning things and also to dissect each package into its parts as a way to determine prospective weak points. They are very well organised and need to go into detail. Be very mindful in building your selling presentation. Never incorporate anything that you are not able to fully document. Be able to discuss in detail any part of your presentation and be certain that you are in a position to make each and every point perfectly clear. Be sure that the arguments are coherent. They're going to make a decision on your company only after they've understood and accepted the validity of your presentation.
Type 4 is usually a no-nonsense kind of customer. They believe that time is money and really don't care for long explanations. They expect you to sum up the essentials of your selling proposal in as few words as possible. Their attitude is demanding and can from time to time appear arrogant and even pushy. Get to the point quickly. Answer their questions factually and as briefly and precisely as you possibly can. Resist the temptation to brag about your product's special benefits unless of course you are requested to do so. Absolutely nothing turns off this kind of customer more than the impression that you're wasting their time.
In conclusion, remember the 4 distinct sorts of customer along with the sales strategy that works best with each type. To discover out much more regarding the various sorts of client and the way to sell to them you will need to attend a good sales training course.
Richard Stone is the Director for Spearhead Training Group Ltd, an organization that runs a full range of management and sales training courses designed for increasing business and individual overall performance. It's possible to see much more information at http://www.spearhead-training.co.uk
