In order to communicate better people often subconsciously adapt their language to each other. They imitate each other’s way of speaking, their behavior, what they see, hear and feel while interacting with another person. Once people have adapted to each other it is much easier to find a common language.
In order to communicate betterpeople often subconsciously adapt their language to each other. They imitate each other’s way of speaking, their behavior, what they see, hear and feel while interacting with another person. Once people have adapted to each other it is much easier to find a common language.
In general, sales is about a good relationship with customers and you have it if you consciously adapt to them. There are few different customers types. Getting familiar with them will help you to adjust to customer’s needs and improve your sales effectivenessbetter. I will try to present few basic types of customers who require different approach from your side. Knowing and understanding specific styles of customer’s personality types can be beneficial while having sales talks. One of the most popular categories is based on comparisons to animals:
Do not let yourself to be intimidated by his/her behavior. He/she likes to talk only with people on the same level and rank. Give your suggestions and let the lion think that those are his/hers. This will make him/her satisfied and self-fulfilled. As customers they tend to be one-off and not loyal.
You have to have the exact numbers and hard data. You have to present really a good offer comparable with the competition. Always be fully professional, exact and up to the point. If a cobra likes your presentation, he/she will calculate and make a decisionquickly. As a customer he/she is pretty loyal.
Those sales talk may linger as this customer is typically hesitant. You have to gain his/her trust and explain a lot. He/she will reply to your opinion so you cannot let him/her down. You have to give a very narrow offer. After the final choice you have to assure this customer about his/her good selection choice. If he/she is satisfied he/she will pass this informationalong.
Show an interest in what he is saying, listen a lot and be engaged. He/she will compare other offers on the market but he/she cannot be cheated. Once you lose his/her trust you will not be able to rebuild it. His/her purchases are often emotional due to an impulse and you have a great opportunity to influence it. Very loyal as a customer but requires to take care of such a relationship.
In literature there are plenty more examples of different types of customers. While preparing your team and yourself for a conversation about a new membership or a contract with a new potential or regular customer pay attention not only to a hard data taken from PerfectGym management software but mainly listen to the customers. Only this combination can bring you success and boost sales effectiveness.
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