¿Cómo se realizan ventas adicionales y ventas cruzadas a diferentes tipos de compradores?

To engage the logical buyer in a meaningful dialogue, ask open-ended questions that prompt them to think critically about their challenges and needs. This not only provides you with valuable insights but also positions you as a thought leader, making your follow-up communications more impactful. Respect their need for time to analyze data, but maintain a respectful persistence by offering additional value, like industry reports, in your follow-ups.

El comprador lógico es un tipo de consumidor que toma decisiones de compra basadas en la información y el análisis racional. Este tipo de comprador se caracteriza por tomar decisiones basadas en argumentos racionales y análisis objetivo, buscando maximizar el valor de su compra y minimizar los riesgos asociados. Aunque se considera que la lógica juega un papel importante en el proceso de compra, algunos estudios y expertos en marketing sugieren que, en realidad, la mayoría de las decisiones de compra están influenciadas en mayor medida por las emociones y los sentimientos, lo que desafía la noción del "comprador lógico" como un concepto predominante en el comportamiento del consumidor.

Logical buyer will need the best ROI that you can provide, differentiate yourself from others, LISTEN to the buyer, show the route to the Reality post purchase and as always, show the VALUE that you bring to the table.

I don't think you need to profile your buyers on decision-making types, because: 1. All decisions are emotional in their core 2. Most people will try to logic their spending 3. If a buyer is indecisive it's healthier to put that on your skills to earn trust than on your buyers' decision-making. That being said - an upsell is basically the next step of your buyer's journey to their goals. And thinking what's the best next step for them imo is better than profiling.

El comprador lógico prefieren la comunicación directa y pueden ser difíciles de influenciar. Optan por lo general por productos esenciales y buscan precios bajos, o con buena relación precio - valor.

Emotional buyers make decisions based on feelings, experiences and relationships. Thus, upselling and cross-selling to emotional buyers requires EMPATHY. The foundation is building a personal connection and understanding their preferences. This understanding of prospect's needs will help you tell stories that connect with them and evoke emotions. For cross-selling, suggest complementary products that enhance the initial purchase, offering bundles for added value. Make sure your recommendations are personalized based on past purchases to show understanding and appreciation of client taste. And of course, introduce loyalty programs to ensure your clients feel a sense of value and belonging.

El comprador emocional se guía por las emociones al realizar compras, buscando marcas que le generen sensaciones positivas y con las que pueda identificarse emocionalmente.

Esse é o tipo de comprador que quer sentir que está fazendo parte de algo maior. Para fazer upsell e cross-sell, você precisa usar emoção, criar histórias e reforçar o impacto da sua oferta. De acordo com a Harvard Business Review, 95% das decisões de compra são tomadas de forma emocional. Então, mostre como seu produto vai melhorar a vida deles, apelando para valores e experiências. Nada de gráficos ou dados frios aqui, e sim uma narrativa que faz o coração bater mais forte—porque, para eles, a compra é uma jornada, não só uma transação.

To upsell and cross-sell to emotional buyers who value relationships and emotions, focus on telling engaging stories that connect with their experiences. Emphasize how your offerings align with their values and create a positive impact. Use visual content for an immersive experience, share testimonials for social proof, and personalize your recommendations based on their preferences. Use emotional language, build trust, and offer exclusive deals to make them feel valued. Provide excellent customer service and maintain emotional connections through relatable marketing materials. Regularly adapt your approach based on feedback to strengthen your bond with these buyers.

For emotional buyers in the D2C context, respond to stories and experiences. Highlight how the upsell or cross-sell products/services will enrich their lives or affirm their identity. Use testimonials and visually engaging content to connect on an emotional level, showing the joy or satisfaction others have found. Tailor your approach to appeal to their desires and aspirations, making the purchase feel like a fulfilment of their personal goals.

Un comprador asertivo es alguien que tiene la capacidad de expresar honestamente sus opiniones, sentimientos, actitudes y derechos, sin menoscabo de los intereses de los demás. Este tipo de comprador es capaz de defender sus derechos y expresar sus necesidades sin agresividad ni violencia. La asertividad no es igual a la agresividad; en cambio, es una habilidad que permite a las personas expresar sus ideas y opiniones de manera constructiva y respetuosa. Los compradores asertivos pueden ser más propensos a obtener mejores resultados en situaciones de negociación, ya que son capaces de comunicar sus necesidades y objetivos de maneras claras y concisas.

Assertive buyers exude confidence and decisiveness, driven by clear goals and tangible outcomes. When approaching these dynamic individuals for upselling and cross-selling opportunities, it's crucial to emphasize CLARITY and EFFICIENCY in your communication. The key lies in presenting concise, valuable information that resonates with their results-oriented mindset. Use authoritative data to demonstrate time and cost savings and when cross-selling, suggest complementary products that streamline workflows, offering efficient bundles. Moreover, remember to BE DIRECT and respect their need for speed (like an action film).

When it comes to assertive buyer, I personally follow the famous dialogue from The God Father movie: 💡I'll make him an offer he can't refuse. In simple terms it translates, the sales person pitch the product and services in such way that it covers: - the prospect's need - the desire - the rationale - the budget - the value proposition - the happiness. 🎯An sales that can't be denied.

For assertive buyers, I coached my team to focus on these key strategies: - Be Direct and Efficient: Present the value proposition with precision. Use impactful language to quickly demonstrate how our solution addresses their needs and drives immediate results. - Highlight Time or Cost Savings: Showcase how our offering delivers quick, tangible benefits. For instance, emphasize how our solutions streamline operations and reduce costs, providing clear examples of efficiency gains. - Example: Implement a strategy where you offer a time-sensitive incentive, such as a limited-time discount on an advanced package, to instil urgency and encourage swift decision-making.

Esse cliente não gosta de enrolação. Quer saber de resultados concretos, e de preferência, agora! Para fazer upsell e cross-sell, você precisa ser direto ao ponto, com uma proposta clara e objetiva que mostre os benefícios imediatos. Estudos mostram que 58% das decisões de compra são baseadas em incentivos rápidos e soluções práticas. Então, ofereça algo irresistível e com urgência. Nada de floreios – quanto mais eficiência, melhor. Afinal, esse comprador não tem tempo a perder com Blah Blah Blah.

Para captar al comprador pasivo, es crucial enfocarse en la seguridad y la confiabilidad del producto. 🔒 Estos compradores valoran la orientación y las garantías. Utilizar testimonios y reseñas es fundamental para generar confianza. Según un estudio, el 83% de los consumidores confían en las recomendaciones de amigos y familiares (Nielsen, 2021). Mostrar cómo su oferta puede reducir riesgos e incertidumbres también es clave. Evitar un enfoque agresivo y respetar su necesidad de apoyo es esencial para ayudarlos a tomar una decisión informada.

To upsell and cross-sell to cautious buyers, focus on safety, quality, and reliability. Share testimonials and endorsements to build trust. Provide educational content and personalized recommendations based on their preferences. Offer limited-time deals with strong guarantees and allow for hands-on experiences through trials or demos. Be transparent about your business practices and responsive with excellent customer support. Create a comfortable, low-pressure environment to help them feel confident in their decision-making.

Este cliente precisa de um empurrãozinho, mas nada de pressão! Para fazer upsell ou cross-sell, foque em segurança e confiança. Sabia que 70% dos consumidores confiam mais em marcas que oferecem garantias claras? Então, traga depoimentos e avaliações para aliviar o medo de errar. Mostre que sua solução é à prova de falhas, tipo “cinto de segurança” das vendas. Evite ser muito incisivo—eles vão correr na direção oposta. Em vez disso, seja o porto seguro que eles procuram para navegar nessa compra sem tempestades.

El comprador pasivo navega por varias opciones antes de comprar, comparando precios, descuentos y formas de pago. Se guía mucho por las reseñas y puede abortar una compra si encuentra opiniones negativas.

6 traits of passive buyer: 💡Indecisiveness: they struggle to make decisions and may hesitate or delay purchasing, often due to uncertainty or fear. 💡Lack of Initiative: They wait for opportunities to come to them rather than actively exploring alternatives. 💡Easy Influence: easily swayed by external factors such as peer pressure, trends, or persuasive marketing. 💡Reluctant Negotiation: avoid negotiating prices or terms, preferring to accept offers as presented without seeking better deals. 💡Limited Research: may not invest much time or effort into researching options, relying instead on convenience or habit. 💡Acceptance of Status Quo: They may stick to familiar brands or products without considering other choices

Upselling and cross-selling are key strategies for increasing revenue and enhancing client relationships. Upselling involves encouraging customers to buy a higher-end product, while cross-selling recommends complementary items. Success hinges on understanding different buyer personas. For analytical buyers, you need to show data-driven benefits and ROIs. Emphasize trust and long-term value when dealing with relationship-oriented buyers. Use personalized recommendations tailored to the prospect's specific needs. Train your sales team to listen actively and adapt their approach. The goal is to add value without being pushy, ensuring customers feel understood and appreciated.

In B2B, every sale depends on buyers behavior according to their decision-making types: 1. Digital pragmatic - prioritize price. They purchase what's cheaper and aren't loyal to any brand. 2. Quality consumers are willing to pay more for services like fast delivery, punctuality, document automation, etc. They know what they want and are tied to a certain company. 3. Expertise seekers look for ready-made cost-saving solutions and consider comprehensive supply options. I suggest focusing your trading resources on clients who it's possible to increase the basket size more quickly with. If your strategy relies on service, your focus should be on quality consumers and expertise seekers to develop their loyalty towards your brand

En el ámbito B2B, compartir ejemplos y casos de éxito puede ser una estrategia poderosa. 📈 Las historias reales y las experiencias de otros clientes ayudan a construir credibilidad y confianza. 📊 Al destacar cómo tu producto o servicio ha superado desafíos similares en otras empresas, puedes demostrar su valor y eficacia de manera tangible. Esto no solo inspira confianza, sino que también facilita la conexión emocional y racional con tu audiencia.

Besides the insights for the different buyer types, Timing and Personalization are 2 key compasses with which I approach sales. Timing involves identifying the right moment to present offers and aligning your offer with the customer's journey and needs. This could be immediately after a purchase, when a customer reaches a usage milestone, or during relevant seasons. Personalization, on the other hand, is about tailoring offers based on customers' specific behaviours, preferences, and history. By combining well-timed offers with personalized content, you can significantly increase your upsells' and cross-sells' relevance and appeal.

Es importante tener en cuenta que los diferentes tipos de compradores no son mutuamente excluyentes, y que un mismo cliente puede tener características de varios tipos de compradores. Conocer los diferentes tipos de compradores puede ayudar a las empresas a adaptar sus estrategias de ventas y marketing para satisfacer las necesidades y preferencias de cada cliente.