Client Methodology

To include/understand the necessity and methodology of our clients is the key to obtain more sales. Like a chess game, to put the pieces in the indicated place, the indicated moment makes the difference. Why they buy the clients? In order to be able to determine which strategy we must use, first we must include/understand some previous human aspects on sale. The most explicit case is when a woman wants ” vengarse” his husband and it leaves shopping to buy first ” thing linda” that it finds. It bought by necessity? by the product? the supply? No, only by an impulse. The dedicated buyers We called buyer dedicated to the person who before buying compares several products, analyzes its characteristics and on the basis of this taking the decision.

To these buyers it is necessary to spend time to them and to use techniques of sales very little aggressive, focused in the end item. Generally, these are the best clients. The long term buyers Unlike the dedicated ones, also are those that consider so many alternatives as it is possible, before beginning the purchase. The majority of this profile concentrates in the price and the accessories. Many salesmen flee from this type of buyers, although with the sufficient skill, this type of client can serve as referring (or ” carnada”) for other clients. The best techniques will be those than they have an aggressive dye, and the accessories (merchandising, you refute, etc) must be varied. The impulsive buyers As all pulse (or impulse), the time is a determining factor. The closing possibilities decay according to spends the time: the sooner, better.

Unlike the purchase by immediate necessity, the impulsive purchase has the advantage of which the buyer is on the verge of closing and only lack a small push. An aggressive technique is the best option. Taken care of with the keys, they only must be focused in the underlying necessity. The key mistaken or different from the benefit that hopes can make lose the sale. Explanation on the closing techniques the techniques of sales and closing vary client to client. To have speech armed and to repeat it what parrot, only distracts the buyer. The successful salesman contributes his human factor, the ear, ” olfato” and its capacity of adaptation to close of the best possible form each sale. The equipment of sales must be designed of way so of that when the type of client cannot be identified, or it is not his specialty, it derives the client to another member from the equipment so that defines. He is not accidental that great companies have areas specialized for each case and product, the work in equipment makes the difference. The buyers evolve, the technology changes and our strategies of closing of sales also must do it. If it needs professional advising, contctenos.