Retail Sales and Dealing With Different Customer Personalities

Since retailers, we deal numerous different personality types every day. Of course each customer is exclusive, but there is universal agreement that there are four basic personality types. These are the key customer personalities specific to the retail environment. memorial day mattress sales

The Overseer
As the name implies, this personality is generally associated with demanding people. These are the take-charge types. They will want what exactly they want when they want it – and they want it now! In extreme cases they can be intimidating know-it-all’s. Directors are generally not into small talk; they want the important points in order to make a decision as quickly as possible. 

Should you try to get in the way of their goal they will plow through both you and, as the phrase goes, “take no criminals. ” They don’t attention about anyone’s interest other than their own. All their goals are incredibly clear. They really want the best possible product at the minimum possible price delivered when they want it – which is usually immediately.
How to approach a Director

Eliminate all the small talk as possible, formulate the facts, give your reasons why they must purchase something and make it brief and the purpose. Generally these personality types have high self-esteem, almost to the point of being obnoxious about it.

One of the most valuable tools you can use here is to compliment their direct style and decisiveness. The one thing you never want to do is to share this personality type they may be wrong or they are not listening to you. You must allow them to make their own decision. You can try to make suggestions, but make sure they are short and the actual. Remember, the Overseer gets turned off when you present yourself in any way as a roadblock to their goal.
Remember: Never confront the Director — stay away of their way!

The Analytical Personality
This type usually have professions that require accuracy and analysis. These types of would include jobs such as accountants, engineers or scientists, whereby they perform research and analyze all the probabilities before making a decision.

What motivates this type of personality when they come into a store to buy? Information, details, product descriptions, Client Reports information…. They want data. Analyticals read instructions, directions and the fine print. Like the Overseer type they are not affected by small talk or the niceties that can accompany a store visit.
How to Deal with an Deductive

Give them facts and data. Carry out not make a declaration unless you can back again it up with important information. If the product has detailed labeling, give it to them. There may be one major advantage when considering to dealing with the analytical personality: They have done their homework and comparative research. In many cases they will actually know more than a salesperson or owner, which makes them an invaluable source of information.

Don’t be afraid to ask them why they came into your store, as there is a reason. The biggest property they may have is all the research they have done about the product you can advertise. And they have it nicely filed away in their iPad or Smart Contact so it can be easily referenced in second.

Remember: Asking someone’s view is considered the silent supplement.

The Relater (or Belonging) Personality Type
The Relater/Belonging personality type has a strong need to feel part of the group. I actually like to use the “my” test on this personality type. This means when a customer pertains to “my accountant, very well “my doctor, ” “my garage, ” “my electrical installer, ” “my lawyer, inches or “my store, inch your store becomes part of their network. These types of people are usually 3 calls faraway from getting whatever they want. They always know someone who has found out someone who knows someone – the classic example of “three examples of separation. “