Most people may believe that negotiation is a simple process that requires no skill, precision, or experience. However, negotiation is far from simple and demands expertise in marketing, sales, and customer interaction. In fact, the skill of understanding negotiation techniques and strategies is just as important as presenting or marketing a product. Given the significance of negotiation, today’s article focuses on understanding this process in-depth and identifying key customer types along with strategies for dealing with each.
Effective negotiation hinges on understanding the customer and their personality. From this foundation, a seller can start negotiating and adapt their tactics based on the type of customer they are dealing with. Learning to distinguish between different customer types is considered essential for mastering negotiation, according to economic experts. These experts have identified several customer types and outlined specific methods for dealing with each one.
The Talkative Customer: This type of customer enjoys talking and often talks at length, whether on-topic or off-topic. They tend to enjoy debates and discussions. The best way to handle a talkative customer is to let them speak freely at first, then steer the conversation back to the main topic. Present the price with enthusiasm and emphasize the key features of the product.
The Skeptical Customer: This customer doubts most of what the seller says, questioning the truthfulness or accuracy of the information provided. As a result, negotiations can be more challenging with this type. It’s important to be precise, providing evidence for every statement and highlighting the unique advantages of your product compared to competitors.
The Hesitant Customer: Hesitant customers are generally fearful of making a purchase and tend to be overly cautious. The key here is to build trust. Once they trust you, present the price and back it up with relevant proof, ensuring that they understand the price is reasonable.
The Angry Customer: This type of customer is difficult to deal with due to their quick shifts in mood and their intense reactions. When dealing with an angry customer, it’s crucial to remain calm. Avoid getting into too many details and focus directly on the core of the discussion.
At the British Academy for Training and Development, we help you understand the different types of customers, which in turn enhances your negotiation skills. This not only speeds up the decision-making process for customers but also boosts sales growth.