The different types of clients that exist are usually for those who work at a point of sale, a great difficulty to cope with the "whims" that each of them has. You must carefully recognize the moments when you must listen, be kind, serious, interested, dedicated, firm, courteous, calm, etc., to achieve a successful sale closing.
The sale process crucially depends on three very important aspects:
- Words: 10% Voice tone: 35% Attitude: 55%
Attitude is everything and if you manage to satisfy your client's needs (not yours) the sale is yours.
Smile, say hi, have a good attitude and stare.
Now yes, let's get down to business…
1. The Undecided Client
He does not know what he wants, he is not clear with the description of his need and he asks for many opinions.
And what do I do ?: Spend a little more time being confident and secure, listen to their needs and you will earn their trust.
2. The Thorough Customer
This is one of the types of clients that exist that reviews every detail of your product, demands clear answers, knows what it wants and does not mince words. It is important that the product you sell meets your expectations.
And what do I do ?: Seriousness is the key word. Show real interest in solving their needs, be friendly, efficiently answer their questions and as always, your attitude will make a difference.
3. The Talking Client
He is one of those who talks and talks and buys little. Be careful you "waste" a lot of time with him because tomorrow he will tell you more stories.
And what do I do ?: Be nice but you must get to the point, if you want to ask him something, he forces the answer to be closed (do not let it spread in the explanation), do not follow his jokes and for no reason ask him, How is he?
1. Controversial Customers
It is that type of client who always has a topic to discuss, distrusts everything you say and wants to be the center of attention.
And what do I do ?: Listen carefully, do not argue and politely clarify your doubts. You must remain calm (although this is the most difficult part J.
2. The Impulsive Client
He wants one thing, and at the moment he wants another. It is possible that at the time of closing the sale you change your mind and do not want to bring anything.
And what do I do ?: You must be firm in your words and your attitude, he needs you to be brief but concise and you must make the closing (and give you the money) quickly.
3. The Rude Client
He came in a bad temper (some live like this), apparently he did not have a good day and he wants to get even with you, he is willing to argue, he offends and he is aggressive.
And what do I do ?: Smile but don't be hypocritical, be polite, don't take it personally and argue what you can argue without exception.
4. The Know-It-All Client
Among the types of clients that exist, this one is proud and is the one that knows everything. For him almost everything has a defect and he wants to demonstrate it.
And what do I do ?: Do not argue or deny his reason, avoid offending him at all costs, do not let him dominate the situation and make the sale as soon as possible.
5. The Distrustful Client
He does not trust anyone's opinion (even if he is an expert), for him everything has flaws and there is no product that suits his needs.
And what do I do ?: You should inspire calm and respect their ideas, try to establish a good relationship and earn their trust, if you cannot demonstrate something better or mention it. Never argue with him (in fact never argue with anyone).
The objective of closing the sale in the negotiation is for everyone to win. I advise you to follow the advice presented here, otherwise you will lose many types of clients that exist and the money will escape from your hands. Each of the clients is a unique and independent person, try to discover what type of client is as soon as possible, put the advice into practice and be very successful.
Based on a conference with Arturo Gutiérrez (2013).
