How to write a thesis is believed to be a problem that puzzles many graduates. The following is a specially collected article "sales psychology: Customer Psychoanalysis" for your reference.

Psychological analysis of customers

First of all, indecisive customers

Features:

Emotional instability, cold and hot, no opinion, rebellious thinking, only thinking bad, not thinking good.

Coping strategies:

This project suits you very well. You should do it at once. If you don't do it now, you will regret it in the future. It's up to you to make the decision for her. If the customer is talking with two people, if the person with whom you are talking is very independent, the eyes of communication will focus on that person.

Second, grumpy customers.

Features:

Once there is a trace of dissatisfaction, it will show up immediately. I have poor patience, like insulting and teaching others to raise themselves, and I am very arrogant. When I'm with them, I can smell gunpowder at any time.

Coping strategies:

Treat it normally, don't give in because of the other person's arrogance, don't kiss up, and touch him with supercilious words.

Third, self-righteous guests

Features:

I will act as if I know everything. No matter how good your project is, I will think that you are ordinary, lack humility, think that I am the best and treat you arrogantly.

Coping strategies:

Compliment her, praise her, especially like people with a sense of humor. Don't criticize her directly, but tell her where our advantages lie and how to make money.

Fourth, mature customers.

Features:

You can't find the east, the west and the north, and it's going well. When you sell it, he will be silent and indifferent to your explanation. Many people think they don't like to talk. When you are exhausted, you will leave. This is their strategy for you.

Coping strategies:

Few words, but I know very well in my heart that I am better than anyone else. We should carefully observe their reaction (body language) to deal with it, but the expression is very special, explaining the trend and the function of the product.

5. Be cautious about customers (the probability of signing the bill is relatively high)

Features:

Listen carefully to everything you say and think carefully. If they don't understand anything, they will ask you for fear of being cheated because of a little negligence. They are also cautious, suspicious and unresponsive.

Coping style:

Follow the rhythm of his thinking, try to say what you want to express clearly and thoroughly, and mix some analytical words. When explaining the product, we should use auxiliary tools and icon evidence to cooperate, quote some words and examples to increase his confidence, especially emphasize the added value and reliability of the product.

Sixth, save frugal customers

Features:

For those who are reluctant to buy high-priced products, years of saving habits have made them more inclined to high-priced products, and they are the most picky about products, and the reasons for rejection are unexpected.

Coping strategies:

In fact, they are not stingy people. They spent all their money on cutting edge. As long as you can stimulate their interest, then analyze the value of things to make them feel, emphasize that you get what you pay, explain the characteristics of goods clearly, point out the value, and tell them that the price is not only the price, but also contains many other ingredients. Emphasize the life cost or return on investment of products, and tell each other that high return is the key, otherwise everything will be wasted. Clarify the objection to the price difference, find out how much they are expensive, and use the price difference to measure the difference between services and products. If you are persuasive, they will be happy to open their wallets. For example, if the other party refuses to buy your product on the grounds of price, you can divide the year into several months to reduce the price pressure.

Seven, customers who come and go in a hurry

Features:

Their time is busier than anyone else. They are always busy. You don't have time to explain the product in detail. Even if I talk to you, it's just a few words. You can't take her for a minute.

Coping strategies:

Praise her rich and colorful life, enviable. You don't need to beat around the bush when talking to them. You should come straight to the point, get to the point and talk about his needs. As long as your introduction attracts her a little and encourages him to try to buy and use it, you have a chance to succeed.

Eight, rational and argumentative customers

Features:

He likes to go against you and show his ability by playing the devil's advocate with you. They are different from self-righteous customers. They like to argue with you when they know that they are wrong, until the argument can't go on.

Coping strategies:

Admit everything the other person says first, and don't refute it. Your attitude must be sincere, so that the other party will feel that you are willing to listen to his excuses, so as to win the other party's favor. When the other person has a sense of superiority in front of you and knows something about your product, he will often buy it. When communicating with him, you should talk less and listen more. What he wants to say hits the nail on the head, as long as it can stimulate each other's needs.

Nine, vanity of strong customers

Features:

A respectable person loves to lie and cheat in order to satisfy his vanity, so as to make people feel that he is superior and gain the appreciation and pleasing to the eye of others. They are arrogant and conceited, single-minded, and can't put anything down in their hearts.

Coping strategies:

Explain that the product is most suitable for a high-level person like him, giving him more sense of accomplishment and affirmation. They all like flattery from others, so they must not reveal his old background. If you follow his psychology and identify with him more, he will treat you as a confidant, explain the feelings and superiority brought by choosing products more, and let your products be accepted by this group of people.

X. greedy and cheap customers

Features:

No matter how generous they are in front of you, in fact, he hopes that you can sell the products to him cheaply or even give them to him for free. They often make you feel that they don't care about the product, and may even tell you that he has a friend who is doing something similar, and he can have it for free. There's no need to give you face. However, once you have a bargain, their attitude changes immediately.

Coping strategies:

If you find that he has this tendency, you should immediately tell him that the company has regulations against it. You can also give examples to explain why you can't reduce the price or give it away, and ask them to understand, but then you have to come up with the same preferential methods or attractive measures to make him feel that there are also cheap things to take advantage of, so buying is not a problem.

XI. All-round customers

Features:

This kind of customer looks easy to approach. They are also willing to make friends with you and listen to your sales lobbying with enthusiasm, but they are slow to take the initiative in the key points of purchase. They are social, and they usually don't make you look ugly or embarrassed.

Coping strategies:

Don't talk too much. When they have a good attitude, they can take out the order and immediately measure whether the other party is interested in buying. Don't be too obedient to their wishes. When explaining the characteristics of products, we might as well do more big moves and gestures to firmly grasp their attention. Don't worry, they're not interested in listening to you. When they become fascinated and look at you differently, your products will naturally be sold.

Twelve, gushing customers

Features:

Some people are naturally talkative, even if it is a trivial matter, she will enlarge it, and she will be unhappy if she doesn't say it. Even if she doesn't know something, she will imagine it out of thin air and talk nonsense, regardless of whether others want to hear it or not.

Coping strategies:

Let them say that you might as well be a loyal listener until she is tired and happy, but in the process of listening, you need to grasp the opportunity and insert your product introduction. If you want to sell products successfully, you need to learn to obey and accommodate people like them. Don't try to steal their topic unless you don't want to sell products to each other at all.

XIII. Silent Lamb Customers

Features:

This kind of customers will listen carefully to our introduction of products and companies, and ask questions for us to answer from time to time during the listening process. Generally speaking, they want to know more about the products. They remain silent mainly because they have many questions to know about the products, but they are not interested in our selling and buying products.

Coping strategies:

First of all, we should explain the many advantages of the product and inform them of the services they enjoy after purchasing the product. We should stimulate them, stimulate their desire to buy, and try to reduce their constant questions to you. You can do the opposite, ask them some questions and bring them into the sales atmosphere.

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