Better Selling
Understand the Customer
If you understand your customer and what motivates them to buy, you are well on the way to making a successful sale. Although buyers vary in shapes, sizes, moods, customs etc., they all buy for the same basic reason: "Because it benefits them or their company to do so".
- TYPES OF CUSTOMERS
- In retailing (at least), shoppers can be categorised into the following four groups:
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- 1. Economic Shoppers
- Most interested in prices, value, product quality & economic factors.
- Not so interested in treatment by staff, decor of the store, location etc.
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- 2. Personalising Shoppers
- Enjoy the interaction with sales staff, preferring to shop with sales staff they know & like.
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- 3. Ethical Shoppers
- Avoid large chain stores or companies which tend towards monopolies or deal with products which are judged unethical.
- Don't shop at big supermarkets because "they are putting the small man out of business"
- Prefer to buy food from the biodynamic/organic shop because it hasn't been treated with chemicals. etc
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- 4. Apathetic Shoppers
- Don't like shopping, go to the most convenient supplier because they must.
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IF YOU WANT TO LEARN MORE, CONSIDER COURSES OFFERED BY ACS DISTANCE EDUCATION:
- Marketing Psychology (Click for Details)
- Sales Skills (Click for Details)
[20/08/2008 05:57:23]
