New Marketing Strategy Of "Eye Piercing" Must Be Made By Salesmen

We have seen the pilgrimage to the west at a very early age, and remember the heart of Sun Wukong, which is very memorable. Especially his eyes, we are very envious. Let's imagine that if our salesperson has a pair of "eye piercing eyes" to see every customer, we can see it from outside, instantly understand the inner world of the customers, understand the specific needs of the customers, and truly do it. Promote The sublime to the provider of the marketing plan and the solution of the customer problem quickly sniff out the "customer taste". We can truly understand how to communicate with customers and how to communicate effectively.

How does Jiang Meng teach color marketing?

Color marketing: how accurate is marketing positioning. Marketing Channels are multi-channel, marketers are multi skilled, and marketing customers are varied.

This article will discuss with you only how the marketing customers are changing. How can our salesmen read our customers? It is difficult to let sales go away.

Jiang Meng teacher: customer classification method of color marketing: personality mode purchase mode

A: cost type and quality type:

Cost type customer There are restrictions on prices; quality customers like quality and elegant products and services.

So when you see a customer, it's expensive and cheap to lose half of your customers.

B: match type and treason type: there are more rebellious people in real life, and the demand trend of customers is personalization, diversification and specialization.

C: self determination type and external judgement type: successful people like self determination, and a person who buys products with you is self determination type.

D: special type and general type: for example: if you sell a car to a customer, you must first know what kind of car the people around him are driving. Some people see what their friends do and what they do. This is a typical general customer; the customer wears a distinctive type, which is a special type.

Jiang Meng teacher: customer classification method of color marketing two: people of different ages purchase characteristics:

Elderly customers:

Psychological characteristics: buying according to habit, buying psychological stability, not easy to be promoted, and like quality, good price, convenient and solid products, sensitive to shopping guide attitude.

Answer: first, ask if there is any loyalty. brand The introduction emphasizes the price and quality, emphasizes that the low price is not necessarily bad quality, the attitude is mild, and respects the experience of the other side.

Middle aged customers:

Psychological characteristics: rational buying, self confidence, family oriented, and new products that are affordable and quality guaranteed.

The way to deal with it is to give self selection space, introduce products with high price and high reputation, and be friendly, sincere and professional.

Young customers:

Psychological characteristics: strong sense of life, pursuit of grades, brands, avant-garde, less emphasis on price, quality, impulsiveness, and easy to be influenced by external publicity.

Answer: praise the customer's aesthetic taste and emphasize the individuality of the product. fashion We should carry out incitement propaganda to emphasize the superiority of youth.

Children's customers:

Psychological characteristics: curiosity, novelty, love play, fascination with color, and easy to be influenced by the outside world.

How to deal with it: highlight the novelty of the product and let the customer try the product himself.

Jiang Meng teacher: customer classification method of color marketing three: customer role assignment and winning criteria

1. decision-makers

2. users

3. technical gatekeeper

1. decision makers:

Think about the type of people in your customers.

Such people choose criteria for products and partners: create benefits for enterprises.

2. users

Think about the type of people in your customers.

The criteria for choosing products and partners are simple, convenient and powerful.

3. technical gatekeeper

Think about the type of people in your customers.

Such people choose the standard of products and partners: choose products with high quality and low price.

4. coach

Think about the type of people in your customers.

Such people choose criteria for products and partners: helping sales consultants succeed.

　　 Jiang Meng teacher: customer classification method of color marketing four:

Character classification: active expression type, perfect analysis type, strength dominated type, mild and patient type, comprehensive variety.

1: active expression type

Outgoing, multi speaker, optimistic

　　 Presentational and social interaction Be happy, attractive, loud, superficial, sloppy, unorganized, active, numeral insensitive, friends, forgetful, open your mouth, think, apologize, interrupt, warm, praise, exaggerate, freshness, Story King, stage player, party spirit.

　　 Emotion and body and mind It is enjoyable, living in today, being wide and fat, naive, mercurial, with fire, without revenge, active, energetic, emotional, artistic lover and extroverted emotional type.

It doesn't matter to others. It doesn't matter to you.

The way of customer communication: deal quickly, give more benefits and benefits to him, give him the most favorable conditions at that time.

　　 2: perfect analysis type

Introverts, thinkers, pessimism

　　 Presentational and social interaction Serious, decent, polite, contradictory, nervous, suspicious, sensitive, courteous, prudent, loyal, thinking after speaking, deep analysis, difficult to praise, organized, economical, neat and regular.

　　 Emotion and body and mind They are analytical, living in their inner feelings, worrying, habits planning, difficult to act, high standards, serious and outstanding professionals, artists, emotional, rational and introverted emotions.

Strict demands on others, strict demands on oneself, and -

Customer communication: rational analysis and explanation, patient service, deep into the heart, pry open mouth, hit the nail on the head.

　　 3: power dominated type

Extroverts, actors, optimism

　　 Presentational and social interaction Self confidence, firmness, authority, speed, control, candor, natural leadership, neglect of communication, speech for work and correction, argumentative, opinionated, no apologies, loyalty and integrity.

　　 Emotion and body and mind Working type, living in the target, paying attention to the direction, emphasizing value, irritability, impetuous, light details, strong minded, strong action, initiative, creativity, perseverance, poor artistry and weak emotion.

Strict demands on others do not matter to themselves.

Customer communication: limited time limit, peer stimulation, customers to stimulate him.

4: gentle and patient

Introverts, spectators, pessimism

Representation and social interaction: peace, leisure, slow, unwilling to attract attention, kindness, non aggression, many friends, listeners, witty humor, spectators, avoiding conflicts, peacemaker, difficult to decide, and face to face.

Emotion and body and mind: easy-going type, living in a calm world, psychological balance, tenderness, love, ease of contentment, calm and self assured, rich emotion and quiet voice.

Don't ask others not to be strict with yourself.

Customer communication: talk about feelings, talk about home, more greetings, more care.

　　 5: comprehensive change type

Compatible adapters

Presentational and social interaction: changeable, flexible and flexible, with plenty of leeway, no leeway, extreme ability, strong adaptability, no outstanding personality, no artificial enemies, a moderate way of life, adaptable and able to blend in all kinds of environments, especially in a conflict environment.

Emotional and physical and mental: comprehensive, living in a changing world. Fickle to expertise, no position or principle, and no loyalty to anyone. Everything is neutral and tends to stand in a position where there is no position.

It doesn't matter to others.

Customer communication: everything is changing.

This time I would like to share with you four kinds of ways to read the customers. I firmly believe that every salesperson will have a great harvest.

Next time, I would like to share with you the specific methods and cases of customer judgment.

Finally, Jiang Meng teacher, once again, give you the more than 3 spirit that salesmen must learn: take more guests, think more, and do more business.