The buyer personality will help the salesperson determine the type of presentation that needs to be prepared or presented during the demonstration phase. The correct presentation will definitely increase the end of the change. But how do you ensure that the sales person makes the right introduction to the buyer? Before starting the demo, consider understanding the buyer's personality.
According to the research, we can divide the buyer's personality into 5 different types:
Appetite buyer
It's the buyer you want to avoid, they are one of the twenty-two buyers who show this behavior. When you face this buyer, they will always mention that your product is too expensive. After you give them a discount, say another 50% discount, this customer will still say it is expensive. Even if you give them a very low price, they still say that your product is too expensive. Our advice to you is to quietly find a creative and polite way to leave such customers.
2. Self-realization buyer
This is the buyer who knows what they want. They are very clear about their requirements, pricing and deadlines. Once your product meets these requirements, they will automatically purchase it from you. They account for about 5% of our buyers in this category, so make sure you meet their needs so that you can get orders in the shortest amount of time.
3. Analysis of buyers
Some buyers are more concerned about numbers and facts. They want you to show them numbers, statistics, etc. so they can be sure. For this type of buyer, the salesperson needs to prepare additional presentation materials based on numbers and facts. You should have a presentation ready to show that you have completed all the preparations for the facts and data.
4. Relationship buyer
If the analysis buyer is only interested in presentations that show numbers and facts, then the relationship buyer is more willing to talk to you as a person. The presentation is just the medium in which he talks to you and understands you and your company. If the scheduled buyer only took 45 minutes to demonstrate, then the relationship buyer would have to spend more than 2 hours to demonstrate. Knowing this personality will help you understand that you need more endurance to talk about and discuss topics that are not relevant to your presentation.
5. entrepreneurs buyers
Entrepreneur buyers are practical buyers who will see a comparison of all alternatives and make a logical comparison. They always make sure their purchasing decisions are in line with the company's goals. In addition, the decision is consistent with entrepreneurial decisions. Some of the indicators they use are return on investment, savings, etc.
Based on the above buyer behavior, it is important that the seller explores its buyer's behavior and makes the necessary changes during the show. The creative way to create a presentation will help the seller close more quickly and easily.
Orignal From: Sales Training - Buyer Personality
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