Do you want to start making better and better sales? Then this article is for you. We'll review customer typologies and how to speak the customer's language, depending on the category they belong to.

Some basic rules on which to focus your interaction with potential customers:

• Give them space, don't "get into their soul" as a salesperson.
• Make them feel important.
• Earn their trust.
• People like to buy, but they don't like to be "sold" to.
• They buy from those they feel comfortable with and trust.
• They don't want to give up control of the negotiation.
• They don't trust sales people.
• They are not comfortable with the sales person.
• They don't want to be pressured.

Types of basic customer classifications:

• According to the classical method.
• By temperament.
• According to how complicated they are in the interaction.
• According to disposition.
• According to the specifics of the company.
• By demographic factor.

Classification according to the classical method:

• Customers looking for the lowest prices: Promotions, offers and discounts matter to them. He always seeks to receive much more than he gives.
• Value-seeking customers: For them, the product itself, the brand, the feature, the design, etc. matter.
• Relationship-seeking customers: They only buy from stores they know, because they value and look for connection.

Classification by temperaments:

1. Melancholic:

• He speaks little
• has a low tone of voice
• it is very little expressive.

2. Sangvin:

• Speak energetically and clearly
• He speaks with equal intensity
• He is organized
• He's bold, and confident.

3. Phlegmatic:

• He speaks calmly and slowly
• He has a confident expression
• He has a non-expressive expression
• He has a reserved attitude,
• He is receptive to recommendations,
• He is hard to impress.

4. Choleric:

• He has strong emotional reactions
• He is impulsive and sometimes even violent, aggressive
• He is fickle in his relationships with others.

Ranking by how hard it is to talk to them:

• Easy - he has money and knows what he wants.
• Medium - he has money and doesn't know what he wants.
• Hard - he has no money but knows what he wants.
• Very difficult - he has no money and does not know what he wants.

Classification according to his mood:

• Opened - knows what he wants, often comes and says exactly what he needs.
• Closed - does not know what he wants, and needs consultation.

Types of customers according to the specifics of the company:

• The curious - asks many questions until he understands. They satisfy their need to know first and most of the time they don't buy right away. He doesn't know the product or the concept at all, but he gets frustrated if he doesn't know what it's about.
• The indifferent - not interested in listening to you tell them about the benefits. Sometimes they ignore you. He may be buying just to prove to you that he doesn't care about money.
• The insolent one - willing to see what it's all about. He listens to you between 5 and 15 seconds and then suddenly makes a face of disgust and turns his back on you.
• Enthusiast - he is energetic and positive, he is interested in everything that happens, he often jokes, and he is open, but usually he does not know what he wants, so it is important to approach him positively and according to the process because the chance to buy is not at as with other customers.
• The suspect - it's very clear to him that you want to make a sale to him and get rich off his naivety, he doesn't believe you with one and two. Find forceful counter-arguments so it doesn't seem easy to trap. He doesn't buy on sale, because he finds them suspicious.
• Narrator - Shows interest in the product only for you to talk to him and start telling you his personal history. In a short time you learn practically everything about him. You don't want to sell him anything, you just want to end the discussion.
• The distressed - is the type of customer who, with all his appearance, shows how complicated life is for him. He knows what he wants, but he uses the method of appeasement to get as many discounts as possible or some benefit from grief. He rarely buys but knows how to appreciate the product the most.
• The entrepreneur - wants, in turn, to sell you an idea. He sees in the short interaction with the product a future long-term collaboration. It asks for your contact number. He doesn't feel like a buyer, but a colleague.

Classification by demographic factor:

1. By age:

• adolescents
• Grown-ups
• Senior citizens.

2. By sex:

• Ladies
• Men.