Недавно мы поделились с вами классификацией психотипов личности в зависимости от скорости речи и мышления.

См. статью “3 типа собеседников в коммуникациях”.

Давайте посмотрим, как эта классификация проявляется в продажах и как ее применение может облегчить сам процесс продажи.

Как мы уже знаем, если совместить двух индивидов – «зайца» и «черепаху», то у них контакт разладиться на второй минуте разговора. Если продавец – «заяц», а клиент – «черепаха» или наоборот, то, скорее всего, продажи не произойдет. Именно потому, что «черепаха» будет чувствовать себя не комфортно. Она просто не сможет успеть за «зайцем», за ходом его мыслей.

Отсюда психотип покупателя и продавца должен совпадать или, по крайней мере, быть очень близким. Покупателя-«зайца» должен обслуживать продавец-«заяц» или «еж», «черепаху» – «черепаха» или «еж», и только «еж» может чувствовать себя комфортно со всеми психотипами, хотя удобнее ему будет, все-таки, с «ежами» и «зайцами».

продажи1Часто  в магазинах можно наблюдать такую ситуацию, когда покупатель бегает по магазину, по дороге прикасаясь/рассматривая то одну, то другую модель, а медленный продавец едва поспевает за ним со своими комментариями. Покупатель, проходя мимо товаров, что-то быстро говорит, а продавец не успевает и слова вставить. Наш покупатель – классический «заяц», которому нужен такой же быстрый продавец-«заяц», как и он сам, или хотя бы «еж», но ни в коем случае не следующий за ними по пятам продавец-«черепаха».

Покупатель не оценит ни его медлительности, ни отсутствия явных жестов и мимики.

Если «заяц» – ваш покупатель, то бегайте по залу. Он это оценит!  «О, бегает – значит работает!» – думает покупатель-«заяц» о расторопном продавце.

Покупатель-«заяц» не любит ждать, и так как время для него летит очень быстро, даже 5 минут ему покажутся вечностью. Работаете в магазине одежды? Ок, покупателя-«зайца» не оставляем надолго в примерочной комнате. Надо пойти на склад? Выяснить что-то по компьютеру? Делаем все очень и очень быстро! Еще и извиняемся сто раз. А со склада прибегаем, явно «запыхавшись». «Заяц» это отметит. А, вот, «черепаха» вашего отсутствия даже не заметит. Ее, в отличие от «зайца», можно оставлять наедине с товаром. Пусть подумает, оценит, сравнит. Главное – не забывать о ней и время от времени подходить и интересоваться, что ей нужно.

Если вы хотите продать «зайцу» компьютер, то не показывайте ему модели с медленными процессорами. Он их не понимает. Так, недавно моя знакомая, классический «заяц», не смогла дождаться, пока загрузится ее ноутбук, и так ударила кулаком по тачпаду, что ноутбук (точнее тачпад) вышел из строя.

«Зайцам»-покупателям нельзя проводить пространные презентации товара. Говорим коротко и по делу. А «черепахе» можно и побольше информации дать, но медленно, так как скорость обработки данных у них меньше, чем у «зайцев» и «ежей». Сказать об этом они вам не скажут, а вот дискомфорт при быстром поступлении информации извне почувствуют. Они в прямом смысле этого слова «не догоняют» Вас! Поэтому сдерживаем себя и говорим медленно, четко, делая паузы между словами и терпеливо ожидая ответа на заданный нами вопрос. При этом «черепаху» никуда не торопим. Самое плохое, что можно сделать при работе с «черепахой» – это подгонять ее.

За то время, пока продавец-«заяц» покажет покупателю-«черепахе» 10-20 моделей, покупатель-«черепаха» успеет оценить 2-3, от силы 4-5 моделей, но не больше. Поэтому покупателю-«зайцу» показываем значительно больше товара, чем «черепахе», так как он сможет быстрее их оценить. А покупатель-«черепаха» растеряется, оценивая десятки  предложенных ей моделей.

Итак, анализируя возможности применения классификации психотипов в продажах, можно сделать 3 основных вывода:

  1. продажи2При работе с «зайцами» ценим их время и делаем все очень быстро.
  2. Не грузим «зайцев» пространными презентациями товара. Все наши ответы должны быть максимально быстрыми и лаконичными. А с «черепахами» говорим долго и красиво.
  3. Давая выбор покупателю, помним о том, сколько времени нужно каждому психотипу на оценку конкретной модели и, исходя из этого, определяем количество единиц товара для показа.

Таким образом, зная психотип покупателя, можно легко и просто налаживать с ним контакт. Главное – быть гибким и  уметь подстраиваться под клиента!

Blog Comments

Отличная и полезная статья! Применяю с удовольствием!

buying pills online http://canadaedwp.com medications for

take cialis with or without food generic cialis online lswywhbn generic cialis tadalafil

cialis dosages tiujana cialis cmzcykjo coffee with cialis

tiujana cialis buy cheap cialis iyysrkwi cialis samples request

can you buy viagra over the counter eonrkyqz buy cheap viagra is there a generic viagra

how much does cialis cost at walmart pigkpxvq http://tadedmedz.online/ free cialis medication for providers

meds online without doctor prescription meds without a doctor prescription

http://zithromaxfast500.com zithromax purchase online

http://levitrafast20.com levitra online

cheap sildenafil buy viagra online

generic cialis http://generictadalafil20.com generic cialis

best male enhancement pills online ed medications
pills for erection

treatments for ed erection pills that work
ed drugs compared

best ed medication ed treatment pills
ed treatment drugs

ed remedies best ed drug
ed drug prices

best drug for ed best over the counter ed pills
male ed drugs

viagra for men online buy generic viagra
viagra online

viagra online usa viagra without a doctor prescription
mail order viagra

30 mg cialis what happens generic cialis bitcoin
hard erections cialis

cialis for daily use cialis 5mg coupon
side effects for cialis

coupon for cialis by manufacturer does cialis make you bigger
cost of cialis

how often to take 10mg cialis what is cialis used for
cialis vidalista

is generic cialis safe nose congested when taking cialis
what is cialis used for

cialis 20 mg cialis online pharmacy
switching from tamsulosin to cialis

order tadalafil: http://tadalafilonline20.com/ order tadalafil

meds without a doctor prescription: https://genericwdp.com/ trusted india online pharmacies

generic drugs without doctor’s prescription: https://genericwdp.com/ cheap generic drugs from india

buying prescription drugs from canada: https://genericwdp.com/ generic drugs without doctor’s prescription

buy medication without an rx prescription drugs online without doctor

usa pharmacy india: https://genericwdp.com/ drugs without doctor script

meds online without doctor prescription cheap tadalafil

buy viagra online canada when will viagra be generic
viagra 100mg price

viagra over the counter viagra from india
when will viagra be generic

viagra from canada viagra from india
where can i buy viagra over the counter

where to buy viagra online viagra discount
mexican viagra

best place to buy generic viagra online viagra from india
viagra amazon

where to buy viagra online buy real viagra online
viagra amazon

purchase generic valtrex online valtrex price without insurance

can i buy diflucan online diflucan 150 tab

https://gcialisk.com/ – purchasing cialis online

best place to buy viagra online https://viagrapills100.com/ buy generic 100mg viagra online

viagra cost https://viagrapills100.com/ viagra 100mg price

viagra online usa https://viagrapills100.com/ п»їviagra pills

viagra cost over the counter viagra
viagra discount

buy ed pills buy ed pills
cheap ed pills from india

cheap pills online cheap ed pills from canada
cheap ed pills in mexico

buy ed drugs treatments for ed
cheap ed pills usa

cheap ed pills from india ed pills without a doctor prescription
cheap ed pills usa

buy ed pills from canada ed meds online pharmacy
ed pills without a doctor prescription

buy ed pills buy ed pills from canada
buy ed pills from canada

https://gabapentinst.com/# neurontin online pharmacy

order prednisone: buy prednisone online – prednisone 10 mg brand name

http://zithromaxst.com/# zithromax 500 mg lowest price pharmacy online

prednisone brand name: buy prednisone online – prednisone for cheap

http://zithromaxst.com/# zithromax for sale online

https://zithromaxproff.com/# order zithromax over the counter
zithromax prescription

http://zithromaxproff.com/# generic zithromax 500mg india
buy cheap generic zithromax

https://zithromaxproff.com/# buy azithromycin zithromax
zithromax canadian pharmacy

https://zithromaxproff.com/# zithromax online usa
buy zithromax online

https://zithromaxproff.com/# where to buy zithromax in canada
zithromax

doxycycline generic: omnicef capsules
order suprax

erythromycin online: generic bactrim
biaxin capsules

order minocycline online: cipro online
cefixime online

cephalexin price: generic biaxin
buy augmentin generic

minocin price: minocin capsules
clindamycin tablets

vantin generic: cleocin for sale
noroxin for sale

buy prescriptions from india pharmacy: trusted india online pharmacies united pharmacy india

india pharmacy without dr prescriptions: trusted india online pharmacies india pharmacy without dr prescriptions

cheap online pharmacies from india: buy prescriptions from india pharmacy india pharmacies shipping to usa

india pharmacy drugs: ordering medicine from india prescriptions from india

reputable online pharmacies in india: india pharmacy mail order best india pharmacy

all generic meds from india: order medications online from india united pharmacy india

online indian pharmacies: meds from india generic pills india

cialis pills: cialis pills generic viagra pills

order erectile dysfunction pills: https://edpillsonline24.com/# kamagra pills

best erectile dysfunction pills review: best ed pills levitra pills

best erectile dysfunction pills: erectile pills canada top erectile dysfunction pills

viagra pills online: https://edpillsonline24.com/# top erectile dysfunction pills

best male erectile dysfunction pill: over the counter ed medication cialis pills online

generic viagra pills: https://edpillsonline24.com/# levitra pills

ed pills: erectile pills canada best male erectile dysfunction pill

viagra from canada viagra online without prescription viagra online no prescription

viagra online canada: non prescription viagra viagra without a prescription

where to buy viagra online viagra online no prescription viagra without prescription

when will viagra be generic non prescription viagra no prescription viagra

buy viagra: viagra online no prescription no prescription viagra

over the counter viagra cvs no prescription viagra viagra without a doctor prescription canada

https://diflucanst.com/# how to get diflucan otc

how to order doxycycline: doxycycline without a prescription – buy cheap doxycycline

https://amoxilst.com/# amoxicillin capsule 500mg price

https://diflucanst.com/# purchase diflucan

diflucan 110 mg: diflucan without a doctor prescription – medication diflucan price

http://doxycyclinest.com/# order doxycycline online

https://diflucanst.com/# diflucan rx online

doxycycline 150 mg: buy doxycycline – 100mg doxycycline

https://diflucanst.com/# where to get diflucan over the counter

https://doxycyclinest.com/# doxycycline 100mg online

https://amoxilst.com/# amoxicillin 500mg tablets price in india

order doxycycline online: doxycycline – buy cheap doxycycline online

lasix 100mg: cheap lasix – lasix 20 mg

http://edpillsonline24.online/# generic ed drugs

metformin 500 mg price south africa: cheap metformin – buy metformin

medicine for erectile: natural ed remedies – ed pills comparison

paxil for bipolar: buy paxil – paxil for hot flashes

paxil cr: paxil 10 mg – paxil for anxiety

buy metformin 850 mg uk: cheap metformin – prices for metformin 500 mg

metformin price south africa: metformin without prescription – metformin 300 mg daily

paxil for premature ejaculation: paxil generic – paxil 60 mg

tadalafil without a doctor’s prescription: tadalafil pills – tadalafil 20mg
cheap valtrex 1000 mg

propecia price: propecia for sale – buy finasteride no rx
valtrex 500 mg tablet

valtrex script online: valtrex without a doctor’s prescription – 1000 mg valtrex daily
can i buy valtrex over the counter uk

propecia cost: buy finasteride – finasteride online
buy valtrex online mexico

tadalafil pills: tadalafil 20mg – tadalafil online
cheap generic valtrex online

best erectile dysfunction pills: erectile dysfunction pills – buy erection pills
compare ed drugs

best ed pill: erectile dysfunction medications – generic ed drugs
ed treatment pills

generic pharmacy online – online shopping pharmacy india rx pharmacy online 24 or canada online pharmacy no prescription

canadian pharmacies that deliver to the us – canada pharmacy 24h medical pharmacy south or bitcoin pharmacy online

buy cheap cialis overnight ed pills – cialis sale 20mg
cialis 20 mg cost

ordering cialis online australia erectile dysfunction pills – buy cialis online cheap
cialis online without prescription

viagra from canada generic viagra overnight – buy viagra online
order viagra online

Have you ever heard of second life (sl for short). It is essentially a game where you can do anything you want. Second life is literally my second life (pun intended lol). If you would like to see more you can see these second life articles and blogs

buy viagra professional 100 mg viagra lowest price – viagra samples
buy viagra

This was great! I would like you to clean up all this spam though

buy viagra pills buy viagra pills – buy viagra online without a prescription
cheap viagra

buy cialis online europe buy cialis online overnight – buy cialis insurancecialis online without prescription
п»їhow much does cialis cost with insurance

how to get ciails without a doctor cialis 5mg tablet – how to buy cialis online uk
buy cialis ebay

buy cialis insurance buy cialis cheap canada – cialis in europe
buy cialis online europe

generic cialis canadian buy cialis tadalafil0 with pay pal – buy cialis toronto
buy cialis online in canada

I don’t know about you all but I love airplanes. I have a friend in highschool that loved airplanes, so here are some airplane related stuff I don’t know about you guys but I love airplanes. I had a friend in highschool that loved airplanes, so here are some airplane related stuff https://www.airlinereporter.com/2011/04/check-out-these-april-fools-jokes-from-airlines/

Have you ever heard of second life (sl for short). It is basically a game where you can do anything you want. sl is literally my second life (pun intended lol). If you would like to see more you can see these second life websites and blogs

I don’t know about you guys but I love airplanes. I had a friend in highschool that loves airplanes, so here are some airplane related stuff I don’t know about you guys but I love airplanes. I had a friend in highschool that loved airplanes, so here are some airplane related stuff https://www.airlinereporter.com/2011/01/ninth-boeing-787-dreamliner-za102-to-fly-tomorrow/

ivermectin 500ml: buy ivermectin – ivermectin price

I don’t know about you all but I am obsessed with airplanes. I had a friend in highschool that loves airplanes, so here are some airplane related stuff I don’t know about you guys but I love airplanes. I had a friend in highschool that loved airplanes, so here are some airplane related stuff https://www.airlinereporter.com/2009/07/indonesian-airlines-off-the-eu-ban-list/

ed treatments: erectile dysfunction pills – best pills for ed

Have you ever heard of second life (sl for short). It is essentially a online game where you can do anything you want. Second life is literally my second life (pun intended lol). If you want to see more you can see these second life websites and blogs

cialis sale 20mg – buy cialis tadalafil tablets
can i buy cialis in toronto

Have you ever heard of second life (sl for short). It is essentially a video game where you can do anything you want. SL is literally my second life (pun intended lol). If you want to see more you can see these Second Life articles and blogs

cialis online daily – buy cialis online generic
buy cialis tadalafil tablets

I don’t know about you people but I love airplanes. I have a friend in highschool that loves airplanes, so here are some airplane related stuff I don’t know about you guys but I love airplanes. I had a friend in highschool that loved airplanes, so here are some airplane related stuff https://www.airlinereporter.com/2010/12/cheers-us-airways-can-once-again-serve-alcohol-in-new-mexico/

Have you ever heard of second life (sl for short). It is basically a video game where you can do anything you want. Second life is literally my second life (pun intended lol). If you would like to see more you can see these Second Life authors and blogs

medical pharmacy: canadian pharmacy meds – canadian online pharmacy viagra

buy cialis tadalafil tablets – cialis without prescriptions canada how to buy cialis online from canada

canadian pharmacy world coupons: online pharmacy without scripts – script pharmacy

buy cialis online at lowest price buy cheap cialis overnight – find cheap cialis online

Have you ever heard of second life (sl for short). It is essentially a game where you can do anything you want. Second life is literally my second life (pun intended lol). If you would like to see more you can see these sl articles and blogs

Have you ever heard of second life (sl for short). It is essentially a video game where you can do anything you want. SL is literally my second life (pun intended lol). If you want to see more you can see these Second Life articles and blogs

monthly cost of cialis without insurance buy cialis now – buy cheap cialis uk

Have you ever heard of second life (sl for short). It is essentially a game where you can do anything you want. SL is literally my second life (pun intended lol). If you would like to see more you can see these sl articles and blogs

Have you ever heard of second life (sl for short). It is essentially a online game where you can do anything you want. sl is literally my second life (pun intended lol). If you would like to see more you can see these Second Life authors and blogs

Have you ever heard of second life (sl for short). It is basically a online game where you can do anything you want. Second life is literally my second life (pun intended lol). If you would like to see more you can see these Second Life articles and blogs

This was awesome! I would like you to clean up all this spam though

ed drugs compared male erection pills – medication for ed

best over the counter ed pills ed pills for sale – ed drug prices

purchase zithromax online cheap antibiotic – buy amoxicillin without prescription

cialis prices

This was great! I would like you to clean up all this spam though

generic zithromax 500mg keflex antibiotic – zithromax 250

best treatment for ed medicine for erectile canadian online drugstore

Have you ever heard of second life (sl for short). It is essentially a game where you can do anything you want. sl is literally my second life (pun intended lol). If you want to see more you can see these second life websites and blogs

best male enhancement ed drugs 100mg viagra without a doctor prescription

I don’t know about you guys but I am obsessed with airplanes. I had a friend in highschool that loved airplanes, so here are some airplane related stuff I don’t know about you guys but I love airplanes. I had a friend in highschool that loved airplanes, so here are some airplane related stuff https://www.airlinereporter.com/2011/06/video-alaska-airlines-shows-how-sky-high-airlines-uses-chickens/

I don’t know about you guys but I infatuated with airplanes. I had a friend in highschool that loves airplanes, so here are some airplane related stuff I don’t know about you guys but I love airplanes. I had a friend in highschool that loved airplanes, so here are some airplane related stuff https://www.airlinereporter.com/2010/10/get-a-360-view-of-an-airbus-a380-cockpit/

buy viagra online usa: 100mg viagra how much is viagra

Have you ever heard of second life (sl for short). It is basically a game where you can do anything you want. sl is literally my second life (pun intended lol). If you would like to see more you can see these Second Life authors and blogs

viagra over the counter walmart: when will viagra be generic viagra 100mg price

cialis for sale

Have you ever heard of second life (sl for short). It is essentially a online game where you can do anything you want. SL is literally my second life (pun intended lol). If you would like to see more you can see these sl websites and blogs

amoxicillin cephalexin amoxicillin without rx – how much is amoxicillin

buy doxycycline generic doxycycline – generic doxycycline

amoxicillin medicine over the counter amoxicillin 500 mg without a prescription – buy amoxicillin 500mg

Have you ever heard of second life (sl for short). It is essentially a video game where you can do anything you want. SL is literally my second life (pun intended lol). If you want to see more you can see these second life websites and blogs

neurontin price uk neurontin 600 mg – neurontin capsules 600mg

doxycycline 100mg price buy doxycycline online without prescription – purchase doxycycline online

where to buy viagra – viagra viagra cost per pill

viagra cost – cost of viagra online doctor prescription for viagra

ed medications over the counter pharmacy – medical pharmacy south

ed doctor canadian pharmacy – canadian family pharmacy

lisinopril prinivil zestril lisinopril for sale – buy lisinopril without prescription

hydroxychloroquine sulfate tablets buy hydroxychloroquine – hydroxychloroquine oral

I am so grateful for your post.Really thank you! Cool.

https://stromectolfst.com/# stromectol generic

ivermectin 5 ivermectin for humans for sale – ivermectin stromectol

Muchos Gracias for your article. Want more.

I truly appreciate this article.Thanks Again. Really Cool.

cheap medications: buy prescription drugs online without ed drugs compared

viagra without doctor prescription: male enhancement products carprofen without vet prescription

I really liked your blog post.Thanks Again. Really Great.

Thank you for the auspicious writeup. It in fact was a amusement account it.
Look advanced to far added agreeable from you!
By the way, how can we communicate?

Enjoyed every bit of your blog article.Much thanks again. Awesome.

Really informative blog. Much obliged.

Appreciate you sharing, great blog article.Much thanks again. Keep writing.

generic viagra walmart best over the counter viagra – viagra discount

viagra without a doctor prescription usa viagra without a doctor prescription – viagra without a doctor prescription

Appreciate you sharing, great blog article. Cool.

Thanks so much for the blog post.Much thanks again. Want more.

wow, awesome blog post.Really thank you! Really Cool.

ordering cialis online australia how to buy cialis online uk – cialis online without prescription

Thanks for sharing, this is a fantastic blog.Thanks Again. Cool.

buy cialis insurance cost of tadalafil without insurance – cialis 20mg low price

Enjoyed every bit of your post.Thanks Again. Will read on…

Really appreciate you sharing this post.Much thanks again. Great.

Really enjoyed this article.Much thanks again. Really Great.

Say, you got a nice article post.Much thanks again. Will read on…

cipro ciprofloxacin buy ciprofloxacin – cipro pharmacy

Very good blog post.Really looking forward to read more. Great.

I think this is a real great post.Really thank you! Will read on…

ivermectin 5 ivermectin tablets for humans – ivermectin cream

A round of applause for your blog.Thanks Again. Awesome.

wow, awesome blog.Much thanks again. Want more.

Muchos Gracias for your blog post.Much thanks again. Keep writing.

hydroxychloroquine sulfate nz buy plaquenil – plaquenil uk price

Im grateful for the post.Really looking forward to read more. Much obliged.

plaquenil buy plaquenil for sale canada – hydroxychloroquine where to buy

Enjoyed every bit of your article.Really thank you! Cool.

wow, awesome post.Really looking forward to read more. Much obliged.

best place to get cialis without pesricption cialis price at walmart – cialis overnight

Thanks so much for sharing the info. I love sucking dick btw hmu

cialis super active cheap how much does cialis cost – cialis price at walmart

Thanks for sharing the info. I love sucking dick btw hmu

Great blog post.Really thank you! Really Cool.

cialis capsules canada cialis online mastecard – cialis viagra australia

Add a comment

*Please complete all fields correctly

Related Blogs