Beruflich Dokumente
Kultur Dokumente
Types of Customers
Dependent Customer Detached Customer Dominant Customer Philes Phobes Promiscuous
Detached Customer
Go for a balance sheet close on
Logic Facts and figures Analyses Cost benefits
Do not over-push. Leave the decision entirely on him Do not try to become over-friendly. This may backfire If possible, involve him in your project by seeking advice and expertise Maintain a high calibre of technical depth A detached customer wants facts and not opinions
Dominant Customer
Close him on technical authority, in-depth knowledge and thoroughness Several closes are generally necessary because a dominant customer will never close the first time If he changes the subject, bring him back to the subject properly, tactfully and with courtesy Ensure right/ erect body posture and eye contact Exhibit confidence Play upon his ego in a skillful manner Innovate- find the pitch to which you can link your sales strategy