The best salespeople quickly recognize what kind of customer they are dealing with. Experienced salesmen are so well trained that they don’t even realize when they do it. Everything happens to them on the “autopilot”, just like when driving the car. We don’t even know what we did exactly, but we wake up to the destination.
For all those interested, who do not yet have this level of training in sales, I want to present here some types of difficult clients and how to proceed in order to approach them correctly:
The “I want more” client
This client will always try to make ends meet, putting under your nose the cheapest offer of competition. If you can negotiate, do it, but without breaching your principles. If you do not want to negotiate, explain this clearly and end the discussion. He will be destabilized by your firm approach and will make a decision.
The client “I already know”
This client, although he seems to know them all, needs your opinion as a professional in the field. All you have to do is give him clear, precise and objective information. Recognize his competence! This client’s decision to buy is based on how the product reflects his social status.
The client “Nothing is good enough”
This client complains about absolutely everything: the price is too high, the quality is not good, life is difficult … To bring this type of client to the right path is essential to impress him with your expertise and to find the balance between problem solving, validations, politeness and courtesy. You will win it if you know when to give this client justice!
The client “I’ve heard something like this”
This client will criticize anything. It will let you explain everything and in the end, it will come with serious objections and solid counter-arguments. Pay attention to what he tells you and don’t interrupt him. Make him feel like he’s being taken seriously. You have to inspire this client confidence and show him that he is in good hands. Be patient, give him real information and convince him of your knowledge in the field.
The “Yes, yes, sure” client
This client is reserved and shy. He feels overwhelmed by the subject, and the sales conversation is stressful for him. You need to talk to him calmly and not very focused on the sale, otherwise, you will feel overwhelmed and forced to buy. Ask open-ended questions to find out his needs and preferences. Allow him time to process his thoughts and make a decision.
The “I do not know what to do” client
This client does not know what he wants. It will give you short, hesitant answers, saying “maybe”, “I’m not sure” or “I don’t know”. To convince him, find out more about him, to understand where he comes from. Explain why your product is best for him. Ensure him several times that the purchase decision is a very good one.
In the end, a recommendation
In order to be effective in sales I want you to approach the first meeting with a potential client being focused on the following issues or recommendations:
In the first 1-2 minutes of the meeting, it is good to repeat a few times the name or surname of the person you are meeting with. You can easily create the context for this: you can thank them for accepting the meeting with you, for showing openness for the proposed topic, or for the time allowed.
Equally important is that during the first business meeting with the representatives of a potential client you ask as many open questions as possible. “How did your business go this year?”, “How did you manage to grow so fast?” a.s.o. It has been found that people are becoming more and more confident as they talk about things they know well. And this confidence they feel as a result of the question you ask is the most important ingredient in sales, isn’t it?