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What do Customers Want From You?
Every customer reacts to the sales situation in a different way.

However, most of them fall into one of 4 categories:

  1. They are decisive.
  2. They are inquisitive.
  3. They are rational.
  4. They are expressive.

Once you know each customer’s behaviour style, you can effectively meet his/her needs and close the deal. Decisive customers are typically more forceful and assertive. They know what they want and they don’t want to waste time. Inquisitive customers are full of questions and want to know all the facts. They are generally formal and come off as distant, which can discourage the inexperienced salesperson.

Rational customers are generally the easiest people to work with. They ask questions and avoid conflict. They are a lot more relaxed in negotiations. They are friendly, but not stupid. If you try to “put one over them”, they spot it straight away.

Expressive customers can always be remembered. They are enthusiastic, animated and usually have a positive attitude. They take time to make a final decision and to win them over you need to focus outside the product itself. You should tell them about the satisfaction you or others have achieved from the products.


7 Questions to Meet Before a Customer Will Buy
Customers will buy from you because they expect something of valuable to them. Therefore, they will be prepared to outlay hard earned money to purchase it. You need to assure them they are getting value for their money. Most buyers won't buy from you until certain questions have been clarified in their own minds.

These are:

  1. What’s in it for me?
  2. How fast can I get it?
  3. What if I don’t like what I’m buying?
  4. What exactly is the proposal or the product going to do?
  5. Why should I believe this salesperson?
  6. Is this buying decision going to be a good one for me?
  7. How do I actually get it?


It's About Satisfying Customers
Once you have identified an opportunity in the marketplace, focus on the needs of customers and see how you can meet that need. If competitors are already in the marketplace you will have to come up with a better way to satisfy customers than your competitor.

Matching your customers’ needs and expectations requires answers to certain questions.

These are:

  • Who are the buyers? Find out who makes the decision to buy.
  • What do they buy? Find out which products they are interested in.
  • When do they buy? Some markets are seasonal. Find out the best time to launch your products on to the market.
  • How do they make decisions? Try and find out how customers arrive at their final buying decisions. There is a lot of consumer behaviour data available, but it may be that a survey is necessary to answer this question.