It is very essential to understand Customer Behaviour. Some may say that how is it possible, because one might meet or listen to a customer for the first time.
That’s where, you being a Sales Personnel needs to Groom up.
Consumer Behaviour can be understood thru the following points:
Motive: Every Customer has a Motive, try to understand that first.
Perception: It is all about how we gain information about the requirements of the Customer.
Beliefs: How to change the Beliefs of the Customer, in order to gain a Competitive edge, is a skill in itself.
Age: One should be able to deal with different age brackets, as every age bracket has its own expectations.
Occupation: If you get hold of the information regarding Customers Occupation, you are likely to co-relate the same, with some or the other reference.
Culture: Every Customer has its own unique culture, and that depends on where the Customer works or What does the Customer do.
Household: Customer Behaviour is Strongly influenced by Where the Customer Stays.
Responses: Customer responses can help you to pitch the right type of brand, understanding the buying time and the intervals as well.
Marketing: Right Marketing Strategies, Promotions, Advertising and Communicating the Right Type of Product, is the Key to gaining Customer Confidence.
If as a Sales person, one could find out at least some of the above information, maybe thru a small Survey form, or by Questioning, it will definitely change the Customers Behaviour in your Favour.