The most common types of customer in retail

On March 8, 2024March 11, 2024By dani84

Just as you meet different people in your private life, you will encounter different types of customers in retail. Most sales staff fail to advise certain types of customers. We explain what types of customers there are and how you and your employees can advise them perfectly.

Definition of customer type in retail

Different customers who are similar due to various characteristics can be summarized as a customer type. Also called consumer type, consumer type or buyer type.

These features include:

Interests
Appearance
Shopping behavior

If you know which type of customer the customer you are advising belongs to, you can tailor your customer approach to their interests. Selling to the respective customer type also works much better.

The more you understand your customer, the better you can deal with them.

Attention
In most cases, customers cannot be assigned to a specific type.
They are rather “mixed types”. In other words, a mix of customer type A, customer type B and perhaps customer type C. So that you can still classify your customers correctly, we explain below how you can recognize different customer types in retail.

10 different customer types at a glance

Customer type 1 – the reserved one

The reserved customer type tends to behave quietly. They avoid eye contact and try not to draw attention to themselves. Avoid touching this type of customer in any way and behave in a particularly polite and courteous manner.

Please refrain from asking private questions. You can inspire confidence in him with convincing references or guarantees.

Customer type 2 – the skeptic

The sceptical type of customer can be easily recognized by their body language. If their arms are not crossed, they will at least be watching you closely and frowning frequently.

Avoid interrupting this type of customer during the sale if they have questions or objections. It is better to question him carefully and explain everything to him in detail.

Customer type 3 – the interested party

Interested customer types are very inquisitive and constantly questioning. They are often perceived as annoying and treated accordingly.

This type of customer is difficult to understand, wants to know everything in detail and doesn’t mince their words.
They usually have a direct intention to buy
Comparing products is also very popular with this type of customer.
To satisfy them, answer all their questions and always remain friendly.
Don’t be too quick to judge! During the consultation, you can impress them with your service.

Customer type 4 – the naysayer

Deprecating customer types are very difficult to handle.

They always find something to complain about. Be it about the store, its interior, the product, you or your employees.
It is not worth contradicting this customer, because they themselves have ideas that you cannot fulfill.
Listen to him carefully and ask him in detail what exactly he wants.
Show them a suitable product and be sure to explain its advantages.

Customer type 5 – the insecure

Uncertain customer types are spontaneous and erratic in their decisions and purchases.

They often rub their faces and ask the same questions repeatedly if they are important to them.
Avoid talking shop and explain everything as simply as possible to these customers to help them make their decision. Give facts and benefits that are convincing.
With patience and positive persuasion, you can slowly but surely lead the uncertain customer in the desired direction.
Become more courageous yourself and encourage the customer even further.

Customer type 6 – the frequent talker

These types of customers talk incessantly and like a waterfall. They don’t let you get a word in edgewise and waste time.

They tell you almost everything about their children, private problems and professional matters.
Behave calmly and have a sympathetic ear.
Praise him and respond to his stories. Steer the conversation to your side and do not allow yourself to be interrupted from this point on.
If there is a pause in the conversation, take a break and focus on the product.

Customer type 7 – the know-it-all

A determined and superior demeanor betrays the know-it-all.

You often address this type of customer directly by name.
They have a confident manner, know everything and still want to be advised well.
Ideally, you should agree with the customer whenever possible, but still provide them with further important information about the product.
To make this type of customer feel really comfortable when selling, don’t hesitate to ask them something that they can explain. The know-it-all really enjoys sharing his own knowledge.

Customer type 8 – the negotiator

You will probably encounter these types of customers very often. Lowering the price and negotiating is the declared goal of the negotiator customer type.

Such customers will always confront you with offers from the competition and haggling is their passion.
Don’t let competitors show you their offers and stand firm.
Instead, explain to the customer why the product is so “expensive” and what advantages it has.
Perhaps you also offer special services that the competition cannot provide.

Customer type 9 – the stressed customer

Stressed-out customers have no time, type away on their smartphones during the consultation, constantly look at the door and like to check their watches a lot and in a hurry. They bring unrest as soon as they enter the store.

Save yourself detailed explanations
Answer any questions that arise as briefly as possible.
Concentrate only on the most important points.
These types of customers decide and buy quickly and spontaneously.

Customer type 10 – the approver

With almost every sentence from his counterpart, a “Yes”, a quiet “Mhm” or even a nod of the head escapes him.
He usually does not share his own opinion.
If they do, make sure you let them finish and respond to their statements.
As such customers always find it difficult to say “no”, it is easy to persuade this type of customer to buy.
So don’t hesitate for long and complete the purchase.

Conclusion: With the right technology, you can advise every type of customer

Once you know what type of customer your counterpart is, it is half as difficult to give your customer the best possible advice. Familiarize yourself with the most important customer types from our overview and also train your employees in these things.
This is the only way to skillfully reach different customer types in retail and increase your sales in the long term. If your customers feel well advised and accepted, they are more likely to come back or recommend you to others than if you are unable to deal with them properly.