When you are in the field of sales, you have a lot to learn—being out there as a salesperson does not simply mean offering a product or service then getting compensation. In the number of years that I’ve been in the sales industry, I have not only learned a lot of knowledge and skills about selling, but I also met different types of prospects or the people I serve. Knowing the types of buyers is very helpful and essential when you want to have a successful career in this field. As for me, I find this knowledge very useful in dealing with people, objections, and other obstacles in selling. Therefore, I am sharing these details – the five types of prospective buyers.
- The low-price-seeker type. This type of buyer is the most logical one. This person’s decision is typically based on the price of the product or service; therefore, that is the first thing he or she will ask from you. And we all know if the price is known to them without understanding the benefits and other advantages of your product or service, they usually conclude, “it’s too much.” As a salesperson, it is always good to acknowledge the “price question” by saying and asking like this, “I understand that you want to know the investment involved. Is it fine if I share with you the details of that towards the end of our conversation? Because I believe there are other details aside from the investment that you would also want to know for your total peace of mind, like the benefits of the product, the terms and conditions, and the delivery time, correct?”
- The always-busy type. This is the type of buyer who usually says, “Sorry, I am busy. Just send me details, please.” You’ll most likely take a long time to complete a transaction because setting an appointment is quite tricky. We should be flexible when handling this type of prospect. You can try this approach. “I understand that you are currently busy. That’s why you want me to send you the details via email. The truth is there are so many details that can’t be relayed via email. Relaying the information in person or via call is a must. I want you to know that I am so excited to share the details with you via phone call for your total peace of mind. When are you available to talk to me, is it after your work or during the weekend?”
- The I-know-it-all type. As the name suggests, this type of prospect knows or claims to know everything there is to know about the product or service you are offering. When you present your product or service, it will seem like you are the one who does not know much about what you offer. How do you address this type of prospect? It is best to let the person share what they know and acknowledge their thoughts or sharings. You can say like this, “Thank you for sharing. I admire people like you who make and do more research about the product or service they are interested in, and it means to me that you are serious about owning such. With that, how can I help you to get started?”
- The value-seeker type. This type of buyer does not typically mind the amount of money he or she needs to shell out as long as he or she gets the value he or she wants. What matters most to this type of prospect is the long-term gain he or she will enjoy after saying yes to owning your product or service. You, as a salesperson, should know what to highlight in presenting your product or service to this type of buyer so you can give him/her total peace of mind. For example, you can say, “I understand that you’re looking for a product that offers the best possible value. Our other valued clients and I can relate to you. We all want long-term gain. I am excited for you to experience what we have for you. Would you settle this via credit card or cash?”
- The innocent type. This prospective client is the type who does not really know what he or she wants from the product or service. It is possible that they are interested in getting the product or service out of necessity or influence of other buyers, but not really knowing what to look for. With this type of buyer, it is essential to ask a question like, “What made you decide to visit our office? How can I help you?” From there, you would know what he or she really wants. Then provide the best possible product or service.
This information can help you to position yourself appropriately when faced with prospective clients to serve. Through this, you will not only be able to prepare the approaches you can use when dealing with them, but you will also be able to determine the best ways to serve your clients.
Do you agree that having the above knowledge can significantly help a salesperson?