Different people have different psychology when shopping. Only by understanding the differences can we receive customers and recommend the most suitable products for customers, thus improving the transaction rate.
1, female customer characteristics
Female customers are easy to get emotional, so when dealing with female customers, the most important thing is to be generous, dress neatly, talk elegantly, and sell in a crisp and neat way. In addition, in order to win the favor of female customers, we must be good at evaluating each other, such as their beautiful appearance, smart children and beautiful clothes. Female customers are imaginative and indecisive. They should not be forced to talk to themselves, but should ask her or her relatives and friends to decide with a cheerful attitude. Female customers have a more serious concept of personal self-esteem. Treat them, adopt? I came to serve you specially? The promotion method is quite effective. They are very sensitive to gain and loss, which is the essence of all problems, and we should pay special attention to it.
2. Characteristics of male customers
Compared with female customers, male customers are mostly purposeful, rational and more confident, and they don't like salespeople to introduce them too enthusiastically and endlessly. When choosing goods, the use, quality and performance are the main factors, while the price factor plays a relatively small role, and the purchase motivation is often passive. Although male customers will choose their buyers before buying, they often change their minds quickly and listen to the suggestions of sales staff in the face of short, confident and professional introductions.
3. Characteristics of elderly customers
Old customers like to buy second-hand goods and are often skeptical about new products. Many times, they only buy unused products under the recommendation of relatives and friends. Their purchasing psychology is relatively stable, and they are not easily influenced by advertisements. Older customers want to buy goods with good quality, reasonable price, convenience, comfort, durability and guaranteed after-sales service. When buying, they act slowly, choose carefully, like to ask questions, and are very sensitive to the attitude of salespeople.
4. Characteristics of middle-aged customers
Most of them are rational purchases, and they are more confident when buying. Because they are married and have children, they are responsible for their families and have certain economic and other burdens, so it is common for them to pay attention to economy, practicality, convenience and durability when buying goods. Middle-aged customers like to buy new products that have been proved to be of use value.
5. Characteristics of young customers
I have a strong sense of beauty in life. Because of my age, I don't need to bear too much economic burden, so the value concept of goods is relatively weak. As long as I see the goods I like, I will have the desire to buy and put them into action. The psychology of pursuing grade and brand, novelty, novelty and beauty is widespread. They are sensitive to consumer fashion, like to buy novel and popular goods, and are often the first consumers of new products. Young customers have strong purchasing power, but they pay more attention to the price and practical value of goods. The purchase is obviously impulsive and easily influenced by external factors. Salespeople should cater to the psychology of novelty, novelty and beauty of such customers, recommend more popular and avant-garde products to them as much as possible, and emphasize the new features, new functions and new uses of this product.
6. Distinguish the inherent differences between customers.
Customers can be divided into perceptual and rational, and their angles and ways of thinking are different. Perceptual customers pay more attention to the exterior of products, such as what enjoyment they can bring to themselves; And rational customers will pay attention to what problems the purchased products can solve for me. Emotional people have very rich imaginations. Do these people like doing it? Daydreaming? He will be very interested if we can describe the life he will enjoy after using this product. Rational people generally compare with other similar products before buying, exclude others, and finally make a decision that they think is correct. When introducing products to rational customers, explain what practical problems can be solved according to the functional situation, and don't exaggerate the effect. This is the difference in thinking and behavior between perceptual customers and rational customers. In the work, we can guide customers, ask their personality characteristics, and conduct targeted communication to avoid serious consequences caused by poor communication. We should try our best to guide and influence customers through professional methods, so that customers can finally decide to choose our products instead of trying to change customers.
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