SIZING OF THE CUSTOMER

Presentation By : Afshan Jabeen and Mansha Saara

BBA.LLB
“ A GOOD SALESPERSON CAN TAKE THE
MEASURE OF A CUSTOMER IN A GLANCE.
A GREAT SALESPERSON UNDERSTANDS
THAT, THE GOAL IS NOT JUST TO SELL A
PRODUCT TODAY BUT IT’S TO BUILD
LOYAL CUSTOMERS FOR THE FUTURE.
”
-SHLOMO MAOR
 WHAT IS SIZING UP THE CUSTOMER ?

For Example,
A physician or a doctor’s job
is to cure the patient by diagnosing the
patients ailment and thus the cure is
give. According to the illness of the
patient.
In the same way, a salesman can
capture the attraction of the customer by
diagnosing the customer’s interests.
 DEFINITION

Sizing up a customers defines, the

psychological investigation of a customer then
convert his DESIRES into INTEREST into DEMAND
into SALE.
• Sizing up a customer is diagnosing a prospect.
• It is the character detection and analysis.
• It is the art of tracing the particulars of a
customer when he meets.
 SIZING OF THE CUSTOMER

Sizing up of a customer is a two-way

analysis namely,
1. Character finding.
2. Buying Policy.
Both pave the waves for external and
internal clues in sizing him or her correctly. The
second aspect acts as an extra layer to absorb
the likely mistakes in first aspect.
 CHARACTER FINDING : CARRIAGE

CARRIAGE :
• The walking pattern of a customer defines
his/her carriage.
• Straight walk of the customer is a clear
indication of the decision to buy.
• A customer who keeps away the salesman
and is unsettled and moving is an undecided
customer.
 CHARACTER FINDING : CLOTHES

CLOTHES
• Clothing of a customer is a mark of his or
her economic status, an indication to his or
her credit worthiness or purchasing power.
• As the saying goes, “you need not to be a
multi-millionaire to look like a multi-
millionaire but the outward appearance can
depict the change.
 CHARACTER FINDING : EXPRESSIONS

EXPRESSION
• The expression that a customer has in the course of talk and during the
buying process indicates the nature of his.
• It imprints the extent of his interest in the preposition put before him by the
salesman.
 CHARACTER FINDING : CONVERSATION

CONVERSATION
• It is the reliable guide in diagnosing.
• The language and the tone of
customer’s voice will reveal his culture
as to adjust the vocabulary of a
salesman to the requirements of a
customer.
 CHARACTER FINDING : ACTIONS

ACTIONS
• Actions such as how the customer
handles the product is helpful in
sizing him/her up, such as his
product knowledge, history with the
product, craze for new arrivals, etc.
 THE BUYING POLICY
In the character analysis we are going by the external features where
one may come to wrong conclusions. However it is essential to know exactly as
to what are the requirements of a customer.
This is possible of the salesman uncovers the buying policy of a prospect.
The buying policy refers to a course of action the buyer resorts to maximise his
satisfaction for the money he spends. The policy of a buyer may involve,
 CONCLUSION

• Sizing up of a customer is nothing but a course of action followed to get to

the customer from a better prospect.
• Character finding are the key points for sizing up the customer but aren’t
always precise.
• The buying policy of a customer is completely an internal factor of a
customer.
• The character finding are the external factors of a customer analysed.
• Thus, sizing up of the customer plays a vital role in salesmanship.
THANK YOU