Vocabulary of marketing skills

Usually this kind of customer will not make up his mind immediately; Often manifested as anxiety, anxiety, fear of their own rashness and mistakes, I hope someone will be a staff officer.

Coping skills: When receiving such customers, salespeople should not directly sell the products that customers need immediately, but should first introduce relevant products or services realistically, so that customers can compare themselves before choosing products.

2. Like to be picky

This kind of customers have always been cautious in shopping and are afraid of being cheated, so they will ask some questions and details that are beyond the normal thinking of others, so as to eliminate their inner worries and satisfy their guilt. And take a harsh and tough attitude towards sales.

Coping skills: First, accept customers' bad feelings, allow customers to vent their dissatisfaction, and listen carefully to customers' "nitpicking" to make customers feel that you are respecting them.

Empathy, from the customer's point of view to understand the reasons why customers are picky, so that customers feel that you are already on the same channel with him. Avoid blaming customers and learn to apologize when appropriate. Finally, it puts forward solutions to solve customer problems and meet customer needs.

3. Arrogant and rude

Such customers are often humble and seemingly "tall", but they are not necessarily. He just likes to be flattered, praised and complimented.

Coping skills: forget yourself for a while, and don't take yourself too seriously at this time. Don't conflict with customers in communication. You know, if you win, the communication will be terminated. If you lose, maybe the customer will surprise you!

Therefore, let him feel that you are really pushing him, and his self-esteem can be satisfied. It is possible to make a deal at this time.

4. Complaining and complaining type

This type of customers are full of complaints when they encounter a little dissatisfaction, complaining endlessly and being very stubborn.

Coping skills: Never avoid such customers, because customers are enjoying the pleasure of "venting process" at this time. If you try to stop the customer from expressing his feelings, you will make him angry and the situation will be worse.

Therefore, smart salespeople usually choose silence to let customers know that you are listening to him. When he is venting, you should keep nodding your head, "echo" the customer appropriately from time to time, and keep eye contact. Don't feel wronged. It's really not worthwhile to get angry every time.

5. haggle over every ounce

This kind of customer always wants to "take advantage" or likes to "covet cheap", regardless of whether he is "short of money".

Coping skills: When selling products, we should first highlight the value of products, clearly tell customers what benefits they can get from buying products or services, let customers know the value of products and services in depth, and win customers' recognition of enterprise products and services.

The second is to highlight the advantages of the product and compare it with similar products or related substitutes in terms of price, performance and quality, so that customers can draw conclusions through their own comparative judgments.

Third, we should highlight the rationality of the price and let customers know that the current product price is very reasonable in the market through various means.

6. Indirect Rejection Type

This customer's performance is that he does not object to anything put forward by the salesperson. No matter what the salesman said, the customer nodded and said "yes", but just didn't buy it.

Coping skills: In other words, he just wants to know the information of the product and finish your explanation of the product as soon as possible, so he nodded casually and echoed his voice, trying to stop you from selling, but he was afraid that if he relaxed, the marketer would take advantage of it and embarrass him.

If you want to turn Gan Kun around and let such customers say "yes", simply ask "Beauty (handsome guy), why don't you buy it today?" The use of interception, the use of customer negligence to attack, sudden questioning will make customers lose the room for defense, most of them will tell the truth, in order to adapt to local conditions siege.

7. Show off yourself

This kind of customers usually have some goods in their stomachs, which may be more knowledgeable, but they always like to show off, express themselves, show their confidence and vanity, and often use their knowledge to deepen the impression of others.

Coping skills: salespeople should praise such customers and make them believe that they are experts. Let them make all the decisions, compliment him and try to satisfy their self-esteem.

Through the fashionable appearance of products or some special functional selling points, we can bring them some vanity satisfaction.

8, wussy type

Such customers generally don't "make trouble" or "be clever", and most of them are plain and honest. He often wants to buy the products he needs and doesn't care much about "other" things. Generally, he looks directly at people and won't be distracted.

Coping skills: don't "paste the skin" and sell it hard when the customer doesn't take the initiative to ask you for help, otherwise the previous "latent" will be in vain. Let him feel that you are "helping him" instead of "selling" directly, and pay attention to the use of "emotional marketing" strategy.

9. Calm and sophisticated

This kind of customers are sophisticated and calm, and generally don't talk casually. They usually communicate with you with a peaceful mind and don't talk to you in a hurry.

Coping skills: Because such customers are very careful and steady, they can't make mistakes, so they are very rational to buy.

You should be polite and conservative, don't get too excited, don't feel inferior, and believe in your knowledge of the product. At this time, you must speak forcefully and confidently, making him "sit up and take notice" and feel that you are really good at it. You are a professional.

10, depending on the type.

This kind of customer often meets him. Seeing the sales inquiry, he was like a "frightened bird", and then immediately responded: "I'm just looking around", and then refused to sell "thousands of miles away", saying that he would leave and leave.

Coping skills: in the face of such customers, please try not to disturb them at first, and don't be too "enthusiastic", let alone "preconceived" to make yourself too enthusiastic. The third is to treat such customers with the attitude of "listening to thunder in silence and understanding without brains".

1 1, good at comparison.

In fact, there are no obstacles for such customers to buy, just like the habitual "comparison". After repeated comparisons, they feel that "the right purchase" will lead to the purchase.

Coping skills: For such customers, you should give them more "comparison" introductions, so that customers can "compare more" themselves. Once customers feel that the quality, price, style, design and service of your products are better than their peers, they will pay the bill directly.

12, type of "waiting for the next time"

There is a kind of customer who has been chatting with you for a long time. In the face of something you like, you can't put it down. When you ask him, "Look, you like it so much, have you decided to buy it today?" He said, "Come and buy it next time." This is the so-called "wait for next time" type.

Coping skills: For this kind of customers, in fact, many sales psychology is uncomfortable, but you can't show it. You should keep a friendly attitude, and then use some strategic words such as "this product sells well, it won't be available next time" and "the last day of today's activity" to guide customers to buy. If you really don't buy it, add a WeChat first.

13, unprovoked prevention type

This kind of customer shows that no matter how you sell him or what you sell, he will always say "I don't need it" or "I don't need it for the time being".

Coping skills: Usually, they seem to have a natural aversion to salesmen. They have a tough attitude. No matter how hard we try to sell, they just won't let go.

For this kind of customers, the popular product introduction method is not feasible, so low-key intervention can arouse the customer's curiosity through the most unique features of the product, so that he suddenly becomes interested in the product, and the customer will naturally listen to you to introduce the product.