Sales psychological consumer groups with different consumption characteristics

Different consumption characteristics of consumer groups for sales psychology
different consumer groups have different consumption characteristics. Young and middle -aged customers will be largely different from personal needs to shopping habits. Of course, male customers cannot be compared with female customers. Because of the difference in gender, there will be great differences in shopping style. Sales personnel must have a deep understanding of the characteristics of various customers.

(1) The consumption characteristics of young customers
1. Follow the trend of the times. Young customers are rich, sensitive, fantasy, courageous, and dare to break through the old traditional concepts and worldly prejudices. It is easy to accept new things and follow the trend of the times.
2. The desire to buy is strong. Young customers have a certain economic source and purchasing experience, and there is no heavy economic burden, so the scope of purchasing products is very wide.
3. Consumption often lacks rationality. On the one hand, the psychological characteristics of young customers show decisive and rapid response, and on the other hand, they also show emotional impulses and hasty.
(2) Consumption characteristics of middle -aged and elderly customers
1. Extremely comfortable and convenient. The ability of middle -aged and elderly people’s vision, hearing, taste, smell, sense of smell, and touch is significantly decreased. The response is slow, the memory is decreased, the sleep is reduced, the stimulation of the outside world is more sensitive, it is easy to fatigue and tired. From the extensive range of optional, a variety of varieties are gradually concentrated to the products they need and are most interested in.
2. More rational and loyal. When buying goods, they like to evaluate the pros and cons of the products with their past experience and experience, and have deep memories of the old brand products and brand products.
3. Financial resources are strong, but sometimes it is difficult to persuade. Most middle -aged and elderly people will not make a purchase decision because of the impulse, and it is more difficult to persuade.
(3) The consumption characteristics of male customers
1. More confident and rapid decision -making. Men are good at controlling their emotions. When dealing with problems, they can calmly weigh the advantages and disadvantages, and think from the overall situation.
2. The motivation is not strong and often acts passively. In general, male customers buying activities are far less frequent than women, and their motivation is not as strong as women and is more passive.
3, rational is more than emotion. Male customers are not as good as women in the purchase center. They do not like association and fantasy, and their feelings are relatively weak.
4. Pay attention to simple and practical. Male customers pay more attention to the quality and practicality of products.
5. Pay attention to product grade. Men customers have strong self -esteem and good intentions. They pay attention to the grade and taste of the product when shopping, and do not care about value issues.
(4) The consumption characteristics of female customers
1. It has strong initiative and flexibility. Female customers have strong initiative and flexibility to buy motivations. For example, the original plan to buy a certain product, but the store has no goods. At this time, female customers will find other suitable alternatives and complete the purchase behavior.
2. Have strong emotional colors. One of the psychological characteristics of women is rich, delicate, fierce in mood, and fantasies and associations. Therefore, the purchase of motivation has strong emotional colors.
3. The purchase of motivation is susceptible to external factors and has a greater volatility. Female customers have a greater ups and downs of motivation. This is because women’s psychological activities are susceptible to various external factors, such as commodity advertising, the situation of the purchase site, the service of the salesperson, and the opinions of other consumers.
(5) Take the correct method to cope with customers of different ages
Is an excellent sales personnel to accumulate for long -term work experience and can make accurate judgments on customers. It can comprehensively judge the identity of the customer, and classify the customers. Combined with the customer’s consumption psychology, we will adopt the corresponding sales skills to finally achieve sales purposes.
1. Copy for the elderly customers
(1) Asposer, speak with facts;
(2) more agreed with customers;
(3) patiently explain the product patiently Usage, use;
(4) Patient and enthusiasm should be when service.
2. Copy to middle -aged customers
(1) Treat customers with a kind, sincere, and professional attitude;
(2) Do not rush to introduce products, pay attention to observation and judgment;
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3) When introducing the product’s performance and characteristics, highlight the inherent quality of the product, such as usefulness and convenience, etc.;
(4) Pay attention to cultivating feelings when recommending and developing “returning guests”.
3. Copy to youth customers
(1) Try to recommend popular and avant -garde products to customers;
(2) Repeat product knowledge when introducing products, emphasize the characteristics of the product and new features New use;
(3) Pay attention to stimulating customers to buy their desires when promoting products.
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