4 Sales Prospects You Must Understand

A purchase must be a win-win situation. In other words, both the seller and customer must be satisfied. In order to enjoy this feeling, you need to serve your customers well. So, identifying and understanding them is a must. There are four kinds of prospects you will meet while doing business. We will tell you a potential close to meet their personal buying style. 1st Prospect – Suspicious Steward There are some prospects who are suspicious about every single thing than others. To put it into another way, they are overthinking and will not trust you easily. So, you must prioritise increasing your credibility and let them feel that they can trust you. Considering their nature, they might prefer texting rather than talking over the phone. He will ask more and more questions before making a decision. That’s not because he needs more time but because he wants more information. It is some sort of verification of reliability and credibility. You should help them to make a decision and if their response is negative, try asking them the cause for the decision. 2nd Prospect – Decisive Dave This kind of prospects can be very demanding and a bit pushy. They do not like to wait and need everything to be done within their time frame. They are more likely to trust what they can see rather what they hear. Take advantage of this aspect and try to show all the things they can gain from using your product or service. Let them see how worth it to have the product in consummation for their spending and they are only a few steps away from ending the process. 3rd Prospect – Rational Raymond The rational kind of prospect is someone who relies on established data like facts and numbers. He considers every possible aspect and what you have to do is help them analyse the situation. You negotiate with them through graphs and close the deal. 4th Prospect – Friendly Fred They tend to be very easy going. This type of prospects is engaged, interactive and diplomatic. They won’t mind a deep conversation focused on their personal life. That being said, simple questions related to products and services can lead them towards purchasing. So, you can focus on the relationship rather than all the technical details. However, not all closes work for all buyers, but trying doesn’t harm, right? Make sure that your prospects can trust you and become life-time buyers.