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Customer Types

Customer Types. Selling Mr. Yates. “Types” of Customers?. Aligning customers into types is another segmentation tool which could be used to group customers with similar characteristics.

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Customer Types

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  1. Customer Types Selling Mr. Yates

  2. “Types” of Customers? • Aligning customers into types is another segmentation tool which could be used to group customers with similar characteristics. • This allows merchants to customize the shopping experience by adjusting variables such as product pricing, product visibility, and billing options customers have access to during their shopping process. • This could also allow merchants to tailor future email campaigns, promotions, and other marketing campaigns to existing customers, increasing the likelihood of conversion.

  3. Type 1: Defensive Characteristics Recommendations Doesn’t trust any salesperson. Resists communication as they a have a dislike of others. Generally uncooperative and will explode at slightest provocation. Avoid mistaking their silence for openness to your ideas. Stick to basic facts. Tactfully inject product’s advantages and disadvantages.

  4. Type 2: Interrupter Characteristics Recommendations Intense, impatient personality. Often interrupt salespersons and have a perpetually “strained” expression. Often driven and successful people who want results fast. Don’t waste time, move quickly and firmly from one sales point to another. Avoid overkill since they know what they want.

  5. Type 3: Decisive Characteristics Recommendations Confident in their ability to make decisions and stay with them. Open to new ideas but wants brevity. Highly motivated by self-pride. No canned presentations. The key is to assist. Don’t argue or point out errors in their judgement.

  6. Type 4: Indecisive Recommendations Characteristics Avoid becoming frustrated yourself. Determine as early as possible the need and concentrate on that. Avoid presenting customer with too many alternatives. Start with making decisions on minor points. They worry about making the wrong decision. They tend to postpone all decisions. Want salesperson to make decision for them.

  7. Type 5: Sociable Characteristics Recommendations Friendly, talkative types who are enjoyable to visit with. Many have excess time on their hands (e.g., retirees). They usually resist the close. You have to wait out these customers. Listen for points in conversation where you can interject product’s merits. Pressure close is out. Subtle, friendly close needed.

  8. Type 6: Impulsive Characteristics Recommendations Close as rapidly as possible. Avoid any useless interaction. Avoid any oversell. Highlight product’s merits. Quick to make decisions. Impatient, just as likely to walk out as they were to walk in.

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