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如何搞定四种不同个性的客户(How to deal with four different personality clients)
In the sales process, to understand and grasp the customers needs is very important, only to meet customer demand in order to facilitate transactions. What are the customers buying? Why buy? If facing sales staff? The influence of customer personality factors can not be ignored. Here, we call Personality, a unique way individuals respond to situations. We often encounter such a person in life, driving speed not more than 40KM/ hours, some people buy clothes will not buy a style or a place to buy, some people make decisions in just a few minutes, (like two sub Hongkong Li Jiacheng Richard Lee reportedly said $5 million investment in half an hour he also told the media that, say more, it is said that as long as a few minutes), but some people tend to spend a few days or even months to make a decision to buy items.
An experienced salesperson will tell us that understanding the customers personality is critical! Because the effective means of promotion for this customer may be counterproductive to another customer. If you still dont understand the previous story, lets look at the following example, which is helpful for our understanding:
One day, sales staff Wang full of spirit, step into the customers office, and enthusiastically reach out and greet: XX manager, recently, okay? The football match yesterday and kicked the hacking team XX, XX (star) and fined a few cards, you say? The customer reluctantly pulled out his hand (but the body was still behind the desk) and quickly got back into the chair. In order to narrow the distance between customers, Xiao Wang asked customers about family issues and talked about the weather, and then began to introduce the overall characteristics and advantages of their products. For most of the presentation, the client sat in an expressionless position, asking only specific technical details, and Wang responded with personal knowledge. The interview ended in a rush, wit
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