How To Let Sales Guide Keep Sales Passion?

Business super shopping is mainly achieved through effective communication with consumers to achieve sales objectives.

Therefore, only when we recognize the specific categories of consumers can we better adopt countermeasures.

According to the China business newspaper, the new generation market monitoring organization has announced significant results in the research on the segmentation depth of the Chinese consumer segmentation market, and more than 80% of the consumers have a positive and pragmatic attitude towards consumption.

Based on a large number of detailed data collected from the mainland of China on the continuous investigation of residents' media contact habits and product / brand consumption habits since 1997, the psychological analysis of the Chinese consumers has been carried out by the new generation, and a CHINA-VALS model for Chinese consumers has been established to adapt to the complex economic situation of the Chinese market.

This model divides Chinese consumers into 14 ethnic groups according to their psychological factors.

Among them, the 6 ethnic groups, the rational business group, the economic brain group, the work success group, the economic fashion group, the realistic and steady family, and the consumption saving group, are the active form group, accounting for 40.41% of the total. The 5 groups of personality groups, steady progress families, social flow families, traditional living groups and thrifty living groups seek to enter the practical school, accounting for 40.54% of the total; the steady realist group includes 3 working groups, namely, the working group, the well-off group and the real life group, accounting for 19.05%.

From the overall analysis, the 11 ethnic groups, including the positive group and the pragmatic group, account for more than 80% of the total Chinese consumers. This reflects that Chinese consumers generally have a positive and pragmatic consumption mentality.

The proportion of the 14 types of consumers in the total number of consumers is mostly between 6% and 8%, and the distribution is homogeneous, with the social flow group (13.95%) and the economic fashion group.

(8.54%).

It accounts for the largest proportion among the 14 categories of consumers.

With the social flow family and the economic fashion family as the representative, the social flow family, the economic fashion group, the stable well-off society, the work achievement family, the steady advance family and the working solid family account for 47.9% of the total, which constitute the Chinese consumers in the middle level.

The new generation of experts also analyzed the data obtained from 97 sentences related to life form test, and integrated the stratification of consumers (education, occupation, income and so on) into the psychological portrait of the 14 categories of consumers.

The cause of reason business has a strong desire for success, diet life is above social level, male accounts for 7 percent, and social flow family is weak in subjectivity and easy to be influenced by others.

Male and female ratio and age distribution were more evenly distributed, and the working tendency was not obvious.

There are also significant differences in consumption behavior among different ethnic groups: the high income tendency of the rational business group is obvious; with the social flow family habit, "goods ratio is three".

The above division is based on the division of the whole society according to the consumer's mindset.

So for an ordinary business super shopping guide, you can not let all of them understand the above content.

According to the characteristics of the fast consumption market and the understanding and operation of the facilitating shopping guide, the consumer group is divided into three categories and half people according to the consumer psychology.

What is meant by three categories of half people? I believe that the actual consumer group is not a complete economic man studied in the economics. The actual consumer group is defective, so there must be a half person species.

The three categories of people are specifically divided into:

1, tidal current.

Willing to try new things or enjoy the recommendation of guide salesmen.

This group accounts for about 20% of the total consumption group.

2, with the tidal flow pattern.

Mainly refers to the influence of advertising or the surrounding influence (including the recommendation of the shopping guide), can barely accept.

This group accounts for about 40% of the total consumption group.

3, stubborn type.

Mainly refers to the purchase of such customers.

It is clear that people are disgusted with their own purchases.

Such people are generally highly ideological.

These consumers account for about 30% of the total consumer group.

4, half class.

Because

The quality is low, the mentality is not normal, the purchase intention is not true, causes the purchase behavior to be unusual.

These consumers account for about 10% of the consumer group.

Generally speaking, consumers belonging to semi class people give Shang Chao.

The harm is the biggest. It is precisely because of this kind of human influence that the guide will produce psychological hints to the obstinate consumers who account for 30% of the consumer group. It will also treat such customers as half class people, and the psychological trauma will also be artificially expanded.

Can you imagine that almost half of the consumers will have a negative impact on the guide? Will his whole sales process go smoothly? Will the passion for shopping continue?

So, as a guide buyer, how to make myself keep the passion of shopping guide, I think the key is psychological preparation.