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Sales Technique Article - Retail Customers are NOT all ALIKE
© Reggie Johnson
In sales there are two types of clients (depending upon the type of business.) They are commonly called wholesale and retail customers. In my sales training program "How To Close More Customers" differences are explored between these two groups (and how to finalize the sale.)
In each category there are "sub categories". Knowing their characteristics can prepare your sales staff to more effectively close more sales. Here are some prominent faces of retail customers:
They are distrustful of most sales people. Their demeanor confuses most sales people (who will then get discouraged and leave them alone.) Consequently, they almost never buy anything. To get them to communicate, use shock humor. Say something to get a response or laughter, then lead them, gently, into the close.
Be firm with this type of customer. Ask for commitments or opinions before you leave one product for another. Never leave the customer you are with for this type of customer (mistakenly thinking it will be a quick sale). In most cases the percentages will be against you.
In my next article we shall discuss the rest of these customers and proven ways to deal with them. Let me end by saying most customers have many things in common, however, you will stand a better chance of closing them by objectively evaluating the above points and realizing they are NOT ALL ALIKE.
For more on Reggie Johnson visit www.success-tapes.com
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