Character or nature of a customer or a prospect can be traced through the indicators such as the carriage, clothes, expressions. Conversation and actions of the customer in quest Let us consider these indicators or parameters in detail to have a clear understanding.

A. Carriage:

“Carriage” stands for his or her style or the way of walking. Style of walking indie the characters of a customer. Straight walk of the customer is a clear indication of the decide to buy. A customer who keeps away the salesman is undecided. An unsettled and moving constantly is a nervous type. This carriage is the index of his indecision. It helps in bifurcating the pros into categorization as a ‘shopper’ or ‘hopper’. A lead can be a ‘prospect’ or ‘suspect’, salesman worth calling so can afford to invest his valuable time in ‘shopper’ than ‘hopper’

B Clothes:

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Clothes make men and women as they do decide his or her personality. These clothes may be expensive or cheaper, current styled or out-dated, well-cared. This mark of his or her economic status an indicator of his credit worthiness or the purchasing power of course these days, one need not be a multimillionaire to look like a multi-millionaire bee clothes make him look like a multimillionaire by out ward appearances. One should remember that appearances are deceptive. That is, all that glitters is not a gold.

C. Expressions:

The expressions that a customer has in the course of his talk and discourse indicator nature of his or her; it imprints the extent of his interest in the proposition put before him by the salesman. It portrays whether the customer is pompous or unassuming, noble or snob sullen or frank, cheerful or gloomy, confident or diffident and so on.

D. Conversation:

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It is the reliable guide in diagnosing. The language and the love of his voice will his culture as to adjust the vocabulary of a salesman to the requirements of a customer voice, the diction, articulation, delivery, modulation all decide the cultural status of a customer.

E. Actions:

The actions of prospects are equally helpful in sizing him or her up. That is, how he handles the product, whether he is crazy of new types or allergic to the new arrivals. His a gestures are the parameters of his temperamental stand. If a prospect is head strong, active and rapid in his speech, one can say that he has a nervous temperament. If he is quiet, deliberate, inactive and slow in speech, he has phlegmatic temperament. If he is optimistic, cheerful and ready to face easily, praises and sarcasms, he has a sanguine temperament. If he is easily irritable, jerky and intolerant he has choleric temperament.