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A good seller must know perfectly the types of customers that exist and their characteristics.
One of the clearest signs of a seller's amateurism is the fact that, if someone looks at you with interest or has said hello, you try to make a presentation of your PRODUCT immediately. I'm not saying that you do it, but ... Unfortunately, the vast majority of sellers go on sale without knowing and adapting their strategy taking into account the types of customers they are targeting. The sales professional never makes a presentation until he has meticulously qualified the person or company to which he is going. He does not waste time making presentations to unskilled candidates. Doing the opposite is the most discouraging thing that exists. The first step of a good seller is to know and qualify their potential customers. Types of clients They say that each person is a world, that we are all unique and unrepeatable, however, broadly we can divide ourselves into groups, sectors or even affinities. The world of the company is not so different, and insofar as it is made up of people, we can also make classifications, either of managers, employees or, as in this case, of types of clients: The self-sufficient Who does not have a friend or acquaintance who always believes that he is in possession of the absolute truth? The self-sufficient clients are those who believe they know all the answers, they are real fans of the discussions, who dress with a sarcastic and aggressive tone, in addition to being the eternally dissatisfied buyer. In these cases, the best attitude of the seller is not to take it personally and let him speak, asking questions. He Himself will give the solution and close the purchase. The distracted Commercials often find themselves with the type of customer who seems absent and wanders around the establishment as if they did not know what they are doing there. Although they apparently do not listen, the seller has to show interest and curiosity about what they need. The best thing in these cases is to act quickly and make a single argument, since it is unlikely that this type of buyers will discount an idea if they are convinced. The reserved The real litmus test for a seller's patience comes with reserved clients who need a lot of time to make a decision. The profile responds to an impassive person, very distrustful and timid. To conquer, not only must be friendly, but propose different alternatives and repeat the arguments in different ways. The most convenient thing is to follow your rhythm so you never have to be impatient and, above all, you do not have to press him to decide. The talker While some types of customers buy, there are other customers who only watch. For this reason, it is important to identify them quickly. The buyer who does not object to sales is usually someone disinterested who does not want to buy. In other cases, there are people who are more interested in talking about themselves than in buying and are little given to action. You have to attend them with sympathy, but without distraction and trying to focus the commercial issue to discover if you will buy or not. The undecided Making decisions is never easy, but there are people who really struggle to do so. Indecisive buyers are unable to decide for themselves. For this reason, the salesperson should never leave it alone. You have to support it, confirm each decision you are leaning towards and do not propose too many alternatives so that you do not drift in a sea of doubt. It is advisable to be very quick both in gestures, as in words.