We are here to tell you that yes, you can do this!

This is possible, since each customer – naturally, each person – has a profile that, if correctly identified, allows for more assertive and efficient communication.

Today, we are going to introduce you to each customer profile and how you can sell to them, adapting your speech and streamlining the sales process.

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Save our tips to read slowly by downloading the e-book below. In it, in addition to knowing customer profiles, you will learn different negotiation techniques to sell to each one of them.

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Customer Profile Types 

Every human being has a way of interpreting the information they receive, in the most different forms of language – the capacity that human beings have to produce, develop and understand language. 

In this, we are different from computers, which are programmed to do exactly what they are told, without questioning whether the result is good or bad, or whether this is the best way to do that task.

But like computers, people also have a type of programming that determines how they communicate.

And as we discover the programming people have, the language they use, we start to assertively interpret the messages that they, with other programming, want to convey to us.

In this sense, the assessment of the customer's profile, as the name suggests, is a behavior analysis that seeks to identify their profile at a given time.

It is important to remember that the customer profile does not define who he is, but how he is at that moment. 

All people have main characteristics, which can be considered their essence. But in a given period, they can have different styles.

This is exactly what scientist Ned Hermann studied for 30 years when he worked on the Herrmann Brain Dominance Instrument.

In his theory, the brain is divided into quadrants: upper right, upper left, lower right and lower left.

Herrmann proposes that one of these quadrants is dominant and this determines our behavior. 

The dominant quadrant of the brain determines the profile of the client - and of people in general

Thus, with a deep understanding of the subject, it is possible to improve your relationship with the people around you.

Whether they are family members, co-workers, customers or anyone else who has a relationship with you, no matter what.

Next, we'll represent each of the customer profiles. To make it easier, each of them will be classified with the name of an animal.

eagle customer profile

• Key phrase: "Do it differently"
• Strengths: bringing about radical changes, anticipating the future
• Values: creativity and freedom.

The eagle customer profile encompasses highly creative people who enjoy innovation and new experiences. 

Eagles prefer environments that offer freedom for ideas, especially those that can be put into practice. 

Usually, they customize their environments and clothes, showing their high capacity to create. 

Clients who fit this profile have a habit of gesturing frequently and often exaggeratedly and speaking in a medium-high voice. 

They are also customers who normally have the ability to influence others. 

They feel motivated by the absence of strict controls and a decentralized work environment. 

They are informal, flexible and strive for freedom of expression and making exceptions.

If you are trying to sell to this customer profile, create a future scenario involving the positive impact your product or service will bring.

After all, this profile has a great inclination to imagine future scenarios and it is easy to be positive.

wolf customer profile

• Key phrase: "Do it right"
• Strengths: long-term thinking, sticking to rules and responsibilities
• Values: order and control.

There are two ways for wolves to do things: right or wrong. 

The wolf client profile includes more organized people, who prefer routines and value order and control. 

This customer profile is calm, usually thinks a lot and has an analytical view before starting any project or decision. 

Clients with this profile are perfectly organized, they make checklists for everything. 

After all, wolves like details to understand a situation, prefer predictable environments, with no room for improvisation. 

These customers exhibit high loyalty and convey security in their engagements. Furthermore, they understand and follow the rules and their responsibilities very well. 

This customer profile seeks knowledge for decision making and is extremely analytical. 

Therefore, when selling to him, you can schedule some follow-ups before the deal closes.

After all, they will want to calmly analyze all the details.

Also, the more security you can get through, the better. A good way to do this is using successful cases, for example.

Remember: this customer profile doesn't move a lot and doesn't waver. That's why creating a connection with his style is very important.

cat customer profile

• Key phrase: "Do it together"
• Strengths: teamwork and open communication
• Values: happiness and equality.

This customer profile covers people who like other people. 

Therefore, this type of client develops through their relationships and prrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrefers group activities. 

They are highly sociable and sensitive people who cultivate their relationships. They like traditions and seek harmony in relationships. 

Therefore, this customer profile can be seen in people who have many friends. 

Cats are excellent at resolving conflicts, harmonizing environments and bringing people together for a cause. 

In a company, cats open up communication and maintain a culture.

To sell to this customer profile, you will often need to be patient to hear about subjects that are not directly related to the sale.

That's because he has an incredible vocation when it comes to socializing. 

Also, in your sales pitch, convey the idea of ​​partnership, talk about building something together.

Don't forget that the tone of voice of this customer profile fluctuates a lot, for being a person who has more sensitive emotions than others. 

Shark Customer Profile

• Key phrase: "Do it fast"
• Strengths: make it happen, stop bureaucracy
• Values: results.

This customer profile has an extremely keen sense of urgency, doesn't like to waste time. 

They are people with a huge sense of initiative. They go straight into action and have a great practical sense. 

They manage to keep their mind in the here and now, focusing on the present and what needs to be done. 

They don't need other people to motivate them so much, because once engaged, they know their role. 

It's also the people who prefer to delegate. 

If a company needs to meet goals or end up with late tasks, the shark profile will do it.

What motivates a shark customer profile is having the freedom to act individually. 

Because he likes to solve problems, he often prefers to get into individual challenges.

His action-oriented nature makes him enjoy activities that involve some kind of pressure. 

In a sale, the shark tends to take over the process. 

When dealing with the shark profile, you will notice that he is in a hurry and notice that his voice is loud and fast. 

Therefore, when selling to this customer profile, show that you are concerned about their time and that you will be as objective as possible. 

All your arguments should focus on the improvement in results that your product or service will bring to the objective being negotiated. 

Conclusion

Knowing how to identify and communicate with each customer profile can help you improve your interpersonal relationships with buyers and close sales faster. 

That's why it's so important to have these profiles clear so that you can adapt your speech and your negotiation.

After all, this will help you communicate more clearly to the customer.

In addition, you will be able to explore personal aspirations that these profiles have in order to sell more and better.

With all the tips we've given you today, you just have to pay attention to your tone of voice and your own characteristics to correctly identify each customer profile and align your approach.

Before long, you will see the difference this makes to your sales.

Source: PropertyNews

Source: https://businessworld.com.pk/