10 типов клиентов в продажах и как продать каждому | 18+

Summary

In this informative video, business trainer Vitaly Golitsyn introduces 12 types of clients commonly encountered in sales, offering tailored strategies for each to maximize productivity. From the decisive 'Sniper' to the hesitant 'Mumbler,' Golitsyn's insights guide sales professionals in understanding client behavior and overcoming objections. He also teases a secret bonus for boosting sales and invites viewers to his Telegram channel for the latest sales materials and insights.

Takeaways

• 👋 Introduction: Vitaliy Golitsyn introduces himself as a business sales trainer and outlines the video content on 12 types of clients and strategies for effective sales.
• 🎯 Sniper Clients: These clients know exactly what they want, having done prior research. The strategy is to confirm their choice and move to close the deal without unnecessary questions.
• 💡 Adviser Clients: These clients offer unsolicited advice, often to compensate for not wanting to make a purchase. The strategy is to listen, thank them, and subtly steer the conversation back to the sale.
• 😨 Fearful Clients: These clients are wary of being misled. The strategy is to be open, avoid manipulation, and ensure the client feels comfortable and in control.
• 📚 Knowledgeable Clients: These clients believe they know more about the product than the salesperson. The strategy is to validate their knowledge, identify gaps, and gently correct any misinformation.
• 😊 Loyal Clients: Regular, satisfied customers who trust the business. The strategy is to exceed their expectations with exceptional service and potential bonuses to maintain loyalty.
• 🗣 Talkative Clients: These clients like to chat about unrelated topics. The strategy is to diplomatically steer the conversation back to the sale and manage time effectively.
• 🔍 Inquisitive Clients: These clients ask many questions and may not be ready to buy immediately. The strategy is to provide thorough answers and qualify their buying intent.
• 👏 Complimentary Clients: These clients give excessive praise but may not be able to buy. The strategy is to appreciate the compliments and gently prompt them towards making a purchase.
• 🤷 Indecisive Clients: These clients are unsure and need guidance. The strategy is to help them weigh pros and cons and confidently guide them towards a decision.
• ⏱ Rushed Clients: These clients are in a hurry. The strategy is to respect their time, quickly ask pertinent questions, and work efficiently to meet their needs.

Q & A

Who is the presenter of the video?

The presenter of the video is Vitaliy Golitsyn, a sales business trainer.

What will viewers learn from this video?

Viewers will learn about 12 types of clients, typical sales situations, optimal strategies for each type of client, and a secret bonus to increase sales.

What type of client is described first in the video?

The first type of client described is the 'Sniper,' a client who knows exactly what they want due to prior research.

What strategy is recommended for dealing with a 'Sniper' client?

The recommended strategy is to confirm their choice, proceed with the deal, and later ask questions to ensure they made the right decision and potentially upsell.

How should a salesperson handle a 'Counselor' client?

A salesperson should listen carefully, thank the client for their advice, and ask for further suggestions on how to interest similar clients.

What is a key characteristic of a 'Coward' client?

A 'Coward' client fears being sold something they don't need and generally avoids contact with salespeople due to past negative experiences or stereotypes.

What approach should be taken with a 'Coward' client?

The approach should be non-standard, avoiding manipulation, providing minimal information, and allowing the client to make their own decision without pressure.

How should a salesperson engage with a 'Expert' client?

The salesperson should first determine the source of the client's information, compliment their knowledge, and clarify what the client needs assistance with.

What is the main goal when working with a 'Fan' client?

The main goal is to exceed their expectations and possibly offer additional benefits like bonuses, gifts, or discounts to maintain their loyalty.

What is the suggested way to manage a 'Chatterbox' client?

Diplomatically check the time, apologize for having urgent work, and if necessary, gently guide the conversation back to business while starting to finalize the deal.

What should a salesperson do if they encounter a 'Scout' client?

The salesperson should provide thorough information, answer all questions, and determine the client's readiness to purchase by asking if they are just looking or ready to make a deal.

How can a salesperson handle a 'Flatterer' client?

Listen to the compliments, thank the client, and redirect the conversation to how the salesperson can assist the client in becoming a customer.

What is the best approach for dealing with a 'Mumbler' client?

Help the client weigh the pros and cons, summarize the significant points, and take responsibility for the decision by offering a guarantee or return policy.

What is a 'Rusher' client, and how should a salesperson handle them?

A 'Rusher' client is pressed for time and wants quick interactions. The salesperson should acknowledge their time constraints, ask a few quick questions, and efficiently move forward with the process.

What bonus does Vitaliy Golitsyn offer at the end of the video?

Vitaliy Golitsyn offers a set of sheets to increase sales and a recording of a secret webinar on handling objections, available on his Telegram channel.

What does Vitaliy encourage viewers to do at the end of the video?

He encourages viewers to comment on the types of clients they encounter, like the video, subscribe to his channel, and join his Telegram channel for more sales materials.