Know your customer

El seller Today, it faces a large market where the limits are increasingly invisible and the potential market is enormous. How Or as individuals, we are all potential customers of a seller who needs and must place their services and products. Only certain limitations may be imposed on a seller for any of the following reasons:
  • The structural characteristics of the entity to which it belongs or the limitations as an independent selling agent.
  • The priorities of the governing entity or those imposed by itself.
  • The competition found in your environment regarding your product and market niche.
  • The image projected by the seller of your organization or of your person as such.
This being the case, the work of seller It will not be so much trying to determine which market you want to attack, as defining in your environment those nuclei of clients (market niche), whose economic capacity and objectives to be achieved are the most important for the seller.
Types of client and ways of treating them:
 
Once we have selected our clients, the next problem that arises is the treatment we must give them, not only to establish business contacts with them, but to seek loyalty to the highest degree (a situation that is almost impossible today). In this sense, I have to state that the difference will be made by the customer service provided by our seller.
 
There is no doubt that everyone likes to be treated in their own way and that the seller recognizes these qualities (sometimes changeable under the same circumstances). And it is also indisputable that the character differs from one person to another considerably.
 
Some studies conclude that each client in their personal and commercial relationships establishes a level of treatment that the seller expects to accommodate in a conscious and unconscious way. If the seller discovers them, they have a good chance of selling to you.

To achieve this, the seller needs:

1. The previous information of the also information before making any contact.
2. The physical and personal traits of your interlocutor.
3. The data that the client provides during the conversation and that he could not obtain through point 1.

Personal information to obtain from customers:

It is very important to obtain the largest number of data relative personnel of our clients, before visiting them and preparing for the face-to-face interview. This will make it easier for us to offer a sufficiently adequate treatment from the very moment of starting the relationship.
 
It goes without saying how grateful a customer is and flattered to a salesperson who seems to know their problems and care about them.

Remember that we are not all the same, so we must take into account the following:

  • There are clients who like to "waste time" talking about other things than management commercial (opportunity cost of the seller who must set a limit for this).
  • Clients interested in talking only about business (Watch out for more talk!)
  • Clients who like to be recognized for some previous professional or personal success.
  • There are clients who like the ceremonious and distant, marking their social status.
  • Many customers like to hear their name at all times of the conversation and not even what is said at the beginning of the conversation.
  • Customers who are willing to speak to vendors of the same profession or similar academic degree. But there are others who don't like that the seller has more titles than him.
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To overcome all this range of peculiarities, the seller must be ready to inquire previously, at least the following information:

  • How old is the client?
  • What is your job?
  • Where do you live?
  • What family do you belong to?
  • Are you married with children?
  • What is your income level?
  • Do you have any preference sports or politics?
  • What are your hobbies?
  • Are you known for some outstanding fact?
  • What social clubs do you belong to?
  • What education and knowledge do you have?
  • What are your friendships?
Of course, all these questions are not going to be answered by the seller before maintaining a relationship with the client for a certain period. But what is true is that each seller must get as much information as possible before venturing to make an appointment and develop an appointment with any customer.

Knowing our clients from their physical features:

The second option that the seller has to know his client is at the time of the visit, through the Insights of his physical features; This is a tool to define the possible personality. Watch out! This is a tool, not a recipe for kitchen. This tool only serves as a reference and, why not, it is even fun to see the congruences.
 
Many authors investigating these traits have made many classifications, where all contribute their good intention; but it is the function of the seller to give him his correct interpretation by means of a meticulous Insights and customer follow-up.
 
How accurate to reality is this type of trait-based study? Behavioral scientists have been unable to agree. However, many sellers who already have time to work for this beautiful profession, find the study of the physical characteristics of the client fascinating, and how many times what scholars say coincides with that reality.
 
You decide whether to apply it or not. But it is important that the seller at least knows what is said about it.
 
In this article we are going to highlight the physical characteristics and we are not going to give it a name, since for practical purposes it is what the seller needs.
 
1 type:
 
Dominant Physical Trait
Temperament
Treatment
·      Corpulent and fat.
·      Thick head.
·      Bald head and clear temples
·      Short neck.
·     Outgoing.
·     Abrupt change of character.
·     Fluid conversation.
·      Argue briefly and suggestively.
·      Be tenacious in conversation.
Always keep your interest and / or watch out not to lose it.
·   Do not abruptly cut off your talkativeness.
This type of client is jovial; It is the one that all sellers want to have in their interviews. They are friendly and open and give the feeling that they are "easy". However, this characteristic is exercised with everyone, so they become people who are not very reliable.
 
He is the type of person who accompanies the seller to the door, but he did not manage to sell him anything and, perhaps worse, he spent a lot of time with him without any positive results, that is, without selling.
 
He constantly promises that he will buy, but says that exactly "at this moment" is impossible for him (due to competition, time, commitments, etc.).
 
His remarkable loquacity wastes a lot of time, which is the most critical element of any seller. This client is constantly distracted, talks about the most varied topics, has a hard time focusing on the interview and even becomes the one in control of the interview.

2 type:
Dominant Physical Trait
Temperament
Treatment
· Long body and small head.
·Seems to be taller than it really is
·      Long nose.
·     Introvert.
·     His inner feelings are little expressed.
·     It is very faithful.
·      It is cold
·      Use questions as a primary weapon to engage him in the negotiation.
·      Praise your reservation, but ask for your opinion.
·      Argue in a reasoned way.
·      Use evidence of the services / products offered.
 
This silent character uses this as his primary weapon against the vendor. The seller who wants to close a sale with talk and talk, what he really looks for in a resounding "NO" at the end. Its rationality allows you to analyze all the factors throughout the interview, and until you have fully understood the product and its benefits, it will not show signs of interest. Therefore, it is important to involve him with well-reasoned and truthful questions and arguments, in order to make him make a decision which he will not retract.

3 type:
 
Dominant Physical Trait
Temperament
Treatment
·         Strong and muscular.
·         Square jaw.
·         Broad thorax.
·     Peaceful but with the condition to change energy drastically.
·     Emotionally unstable.
·     Dominant.
·     Slow to understand
·      The initiative has to be his.
·      Request your opinion.
·      Don't respond aggressively.
·      Be realistic in argumentation
He is an athlete; he likes to dominate the conversation and the situation. The seller must leave you with this illusion but not allow yourself to be dominated to an extreme degree that calls the attention of the same customer; he likes competition and wants an opponent.
 
His main problem is his easy irritability, where it is important above all not to answer in the same way, but to let this moment pass and his rationality allows him to return to the normal course of the interview.
 
4 type:
 
Dominant Physical Trait
Temperament
Treatment
·         Small nose and big eyes.
·         Athlete trend.
·         It is slow and its skin feels "sticky".
·     Thorough.
·     Slow but very focused on the details.
·     It is difficult for him to express himself.
·     Constantly defer decision.
·      Be patient.
·      Speak slowly
·      To argue. completely and neatly.
·      Repeat as many times as necessary.
Remember, the more you know your customer, the better and faster the service will reach the closing of the sale.
I am a dreamer and in my dreams I believe that a better world is possible, that no one knows more than anyone, we all learn from everyone. I love gastronomy, numbers, teaching and sharing all the little I know, because by sharing I also learn. "Let's all go together from foundation to success"
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