Telesalestips for the week 28-06-99

Different Types of Buyers

As a Sales Person you are in business to satisfy your customer. The
attitude you project to your customer speaks volumes about how you will
treat them. Your attitude should lead the customers to believe that
you're at their best interest.  While cultivating valuable business
relationships, learn to maintain an attitude that compliments your
customer.

Integrity, Honesty, and genuine concern for your customers and their needs
influence your ability to develop trust with people.  So be the person
that people can trust and believe in. That is what we call Integrity.

Types of Buyers

A powerful means of analysing your customer is to determine what type of
buyer that person is.There are many types of buyers.I have mentioned few
of them below.

The Pretender

This person acts as though he knows everything about you, your product
and services. He will ask millions of questions.While you are doing your
presentation he will stop you.Also he will pay very little attention to
your conversation because he feels he knows everything.All you have to
do is to arouse  his curiostiy. Build suspense for your product or
service. Always use statement that build ego.For example you can tell
him "With your expertise in this field I know others will follow your
lead.

The Procrastinator

These Buyers don't make strong decisions. They have trouble making
decisions. Many times you have to make decision for them. They always
want to talk to some one else before making a decision. As a Salesperson
don't give them too many options. Two is the best number. If they make
objections agree with them. Then switch to the positive benefits for
your product. The important point here is not to let their objection
sway you. Be positive and enthusiastic in your tone and manner. This
determination and confidence will come over well on the phone. This type
of Buyer is best controlled by being firm and straight. Never threaten
them, but be strong it will work.

The Logic Buyer

The logic buyer is very curious about information. They will ask you
more information over the phone or mail it to them. They will ask many
questions.
1.What type of customer do you deal with?
2.How big is your organisation?
3.What happens if something goes wrong?
4.Do you deliver by post or courier?
4.How does it work?

You as a Sales person should show them how your product or service will
help them. You have to get their interest as quickly as possible. Don't
give too many benefits. Be very reasonable with these people. They
thrive on logic and reason.

The Demander

Demanders are interested in guarantees.Every thing you sell you have to
explain the warranty otherwise they wont be interested. They have many
questions about the problems they have heard from other people.Also
while talking to demanders put much attention on Benefits.They are very
particular about investment and efficiency. So make sure you point out
all the benefits and the features that go with them.Some times they wont
listen to you. They don't care what you have to say unless it fits in
with their plans. Use testimonials and references.They do appeal to them
and improve your chance of selling.

Ask them questions related to their needs.

These four styles represent most customers. So get  a clear picture of
what type of customer they are. Then apply the technique. Your company
or organisation may provide many ways of reaching your customer needs,
you must know the best way to present them to each and every
customer.This knowledge saves time, frustration and income in each
contact with the customer.

Sales Thought of the week

Be friendly, enthusiastic and positive and the whole world will soften towards you.  W.saga.

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