Purchase style
PURCHASE STYLE
Description also available in video format (attached
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Introduction
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All Customers have a style of communication
when they purchase anything and this is called Purchasing Style
·
Always remember style of purchasing is an
integral component of your marketing strategy
·
It can also be considered as a guidelines that
shows you the way your brand should be presented
Purchasing
Style Types
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The Decisive (D-style)
o
Purchasing person have a clear picture in
their mind of what results they want
o
These types of persons also called Type-A people because they make
purchasing decision very quickly
o
Person is more often interested in winning
their own agenda and have a speedy communication
o
They don’t waste their time or description
details and more prefer to discuss top line and big picture concept
o
Remember the following things when you are
selling the things to these types of buyers
§ Be practical and efficient
§ Avoid putting emotions in the discussions, opinions &
arguments
§ Try to challenge their idea but not on a personal level
§ Stick to the big picture, be quick and to the point
during communication
o
These peoples are innovators
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The Interactive (I-style)
o
These types of purchasing persons wants to
shape and enjoy when the talks comes to the negotiation
o
They do the purchasing more collaboratively
and are interested to interact with others
o
They always try to understand others and to
be understood by others
o
More receptive to making a purchase decision
when they feel a sense of connection with a person –Emotions
o
They have had the opportunity to express
their emotions, thoughts, fear and excitement about the offer during purchase
o
Remember the following things when you are
selling the things to these types of buyers
§ Try to avoid challenging them & personal conflict
§ Don’t aggressively close the argument
§ Try to be enthusiastic & Emotional
§ Let them express their views and gave fun
§ Drop your name
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The Stabilizer (S-style)
o
These type of purchasing persons are more
passive and introverted
o
Interested in the small-small details of the
products
o
Their primary objective is to maintain
stability within themselves
o
Prefer to buy things that will increase the
stability in their living environment
o
Also prefer to purchase the things that are
secure, well known and well proven
o
They take plenty of time to make a purchasing
decision
o
Remember the following things when you are
selling the things to these types of buyers
§ Avoid conflict
§ Reduce rich as much as you can
§ Provide structured and minutiae details of the product
§ Assure your support and commitment to them
§ Try to be sincere and unassuming
§ Don’t get personal with them quickly
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The Conscientious (C-style)
o
These type of purchasing persons are too much
passive and introverted
o
They take detailed and accuracy approach
during the purchase
o
Buying decisions are very much driven by
questions of
§ Accuracy
§ Reliability & details
§ Guaranty etc
o
If you want success to sell anything to them,
you need sufficient data o prove your statement about the product
o
Remember the following things when you are
selling the things to these types of buyers
§ Provide high quality of evidence and proof like
· Data
· Facts
· Statistics
§ Avoid grammatical mistakes
§ Ensure accuracy & reliability
§ Be organized, logical and unemotional
§ Try to establish trust through proof
Video
Description
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