4 Types of Customers and How to Sell to Them - How To Sell High-Ticket Products & Services Ep. 5

[@Geo16Bee4lyf]

My understanding: There are - 1. Cheap customers: Very demanding and buy purely on price - they do not value value itself,. 2. Difficult customers: They are just difficult, generally very negative and downers. 3. Sophisticated customers: They are educated, they know what they want and they have the money, they just sometimes need more time, more education on what they are buying and when they make a decision, they stick to it. 4. Affluent Customers: They buy based on feeling. If they can afford it, they will buy it. They do not want deals. Something is wrong to them if you offer them a deal and it cheapens it to them/makes them think something is wrong. We are all these types of customers and it really depends on the product/service that is being sold. Most entrepreneurs subconsciously set up their business to attract cheap & difficult customers because this is what they know. Got it Sifu.

[@JessicaJRolla]

yes , unfortunately I am always dealing with cheap and difficult clients but the ones who are affluent and sophisticated I do get lucky with sometimes dont complain and know the value of my brands I sell and appreciate my efforts

[@Geo16Bee4lyf]

Thats really interesting Jessica, what is it that you do?

[@johnvill1981]

i once talked about discount and the buyer told me i can buy 4 of these ... my mistake

[@SALIM-1978]

YOU ARE SO WRIGHT AND THIS WHAT I WILL DO FOR MY FUTURE E-COMMERCE BUSINESSE ; IS TO FOCUSED TO KNOWLEGE CUSTOMERS AND PRESENT THEM WELL MADE PRODUCTS. THAT WILL BE MY DEAL TO THEM so i can save my part in my market. thanks for this great job

[@xKingUVHearts]

interesting, how do you switch?

[@kellylin9531]

love that he repeats every response from the audience so that we can hear

[@DanLok]

Exactly Kelly.

[@GeneralA6]

that's not actually the reason for that.

[@dallasbey2633]

Yes, and in addition to that he's making the attendees feel HEARD. They feel like he's listening to them and actually cares about them. They're that much likely to attend another seminar after feeling like that

[@0o7felixxilef64]

Dallas Bey & Kelly Lin, i agree with both of you.👍🏼

[@clementifangblog8583]

@@DanLok Hi greeting Sir Am a young entrepreneur from African working hard to stand nobody to support please I need your mentorship

[@eliasandrino]

This is straight up correct! I am a fine artist, and for years, I made the mistake of trying to offer discounts to buyers who are in a luxury market. Thank you for these fantastic talks, Dan!

[@DanLok]

Elias, that's right. Sell to the affluent.

[@johnvill1981]

hahha same mistake i did... i talked about discount to a buyer he said i can buy 4 of these .. lets talk about the project

[@jessicaaja4269]

Omg, I have been doing sales for 1 year, and this is the best sales-related video I've seen so far! So clearly and easily explained. I'm in wealth management and can easily extract those 4 groups of prospects/clients. The precise understanding of these 4 groups allowed me to take on the challenges with more confidence and get less upset when facing rejection or illogical questions. Now I understand that people are the way they are; they just belong to the specific group and are less likely to change. Thank you!

[@Johnathandm]

I work as a service adviser at a dealership and It is insane how relevant all this information is when your Advising and selling to the customers in the service department!

[@hamitkrasniqi9470]

Hi

[@buckybarnes3803]

@@hamitkrasniqi9470 sup

[@TrailnTriggerTV]

I have a sales job. I’ve learned more about how to do my job just watching these videos than I did getting my BBA.

[@tabithabarton6512]

I just started sales and I’ve been watching your videos all day long and it’s very motivating because regardless of how the customers are you’ll be blunt with them and let them know exactly what is going on, what they’re buying, who they’re buying from, how it’ll work and benefit for them. It’s amazing.

[@ParametricHouse]

I don't usually like or comment :p but I really liked the presentation. I used to sell to the left side but about a years ago I changed it to the right and man it changed my life. Now i just send the left side to my competitors lol Thank's Dan for your great video. I just found your channel and learning alot from u man. Keep up the good work.

[@DanLok]

Very smart. Send the people on the left to your competitors.

[@mortgagesavingsstartnow3272]

This was mentioned in other videos and to an extent in this one, but there really isn't anything that can top trust. Cheap, difficult, affluent and sophisticated customers wont buy from you if you dont trust you. Everyone trust on a variety of criteria- but mostly on listening and responding skills. If you can align responses to your customers output (even in tone, length, etc) the deal is made. I.e. (if customer gives short responses- dont read them a book- or vice versa- if they like to talk- dont just give them the straight low). Great content, thank you Dan Lok, always look forward to discovering more of your wisdom. Cheers!

[@leechristofferson843]

I've been a self employed carpenter over 20 years. I sell every job. I never thought to put a customer in their "box" . I WiLL from now on ! Thanx Dan

[@peterfichna7194]

I never knew... Until now. The whole trick is to recognize which type of a customer I am dealing with and then address that accordingly! Thank you Sifu

[@keithwebster6028]

In today's society it is vital to become a sophisticated buyer, not only researching the product you wish to buy but also sales strategies so you can decide which are the ethical salesmen and which aren't. If you find an unethical salesman it is time to become a difficult client. Sometime walking into a shop is like entering a war zone with the enemy trying to get as much money from you in exchange for something almost useless. Over the years I have found that the salesman with the most power over me is one that SEEMS like he doesn't want to sell anything but is interested in me as a person. Thanks for your video very informative.

[@DanLok]

👍

[@reviewkanal6032]

Hi Dan, are you advertising your channel. Your have old Videos, but you get the most views in the last month..

[@waheedanwar5791]

what i learn here in few days could not have a clue during my student life.great job man

[@fareltan3827]

Through this video, I finally know why I keep on failed in doing sales... Thanks u so much Dan for sharing your thought with us!!! Highly appreciate!!! 😇😇

[@nicholasanonymous6796]

Man im a sophisticated customer and this is eye opening on how store owners may view me or others and also how to deal with customers based on their wants/personality etc. Thanks mr.lok

[@emmanuelohale7770]

Poverty mindset vs Sophistication- an important consideration. Thanks Dan

[@haroonkhan5933]

Could someone please explain this please?

[@ruphinahillary9555]

I just found your channel today, and I've binge-watched six of your videos already and I can't seem to get enough😅. You're where I want to be, who I want to be, a successful salesperson. Thank you for being a great teacher.

[@tiredugandan7035]

Am a business person n am learning alot from this guy. He is one of those teachers who make you fall in love with the subject they teach so easily

[@cknn001]

It's so simple and makes so much sense. I'm a visual learner and this helped a lot to see this layout.

[@kenroth1881]

Me too

[@williamstanley4960]

Because of you, Mr. Lok, I started a consulting company a week and a half ago on Monday, May 11, 2020. My wife is my first customer, signed up that very day. The previous Friday I had finally, completely severed myself from the yardwork company I started, and sold to her a year and a half ago. My initial consultation with her would have been a one day evaluation leading to systemic recommendations that would have resulted in her adopting the systems that I designed over the last 5 years building that company. That "institutional memory" actually serves better than any one day consult possibly could have, so the $17,000 fee is most reasonable. Especially with terms of her being able to pay it when my continuing council makes it easy to do. Also, for our 18th wedding anniversary, I waived the $1.5M price I charged her to buy the company. (In the husband and wife gift value ratio thing, I think that boosts me up a lot! LOL) We started offering monthly maintenance yardwork service for $50 a month back in September of 2014. Our base price point now is $259 a month. I raised my prices! (Yes, I know you love that!) Our most recent customer signed up at $325 a month, because it has her massage therapy studio, and two other buildings providing 3 rental units! Large property; great profits!

[@majesticgatsby5649]

This is very true, I have met several of these customers in my daily sales... I lyk d Sophisticated Buyers, all U need to do is meet their criteria and you will get their money... Majestic🎩 ~ Ghana 2020

[@zhambulduisenbai8399]

It makes me feel proud,because of your perfect pronunciation!I can understand you without titles

[@perseverancemaraire3651]

Hahahahaha I like this one. You are spot on

[@najmuddins555]

Just Love you Dan Lok ❤️. I’m 23 yrs an engineering 👨‍🎓 from Bengaluru in India 🇮🇳 having a crazy vision of becoming an entrepreneur. You add so much value 💫in my life . boost Entrepreneurship. ✨ I watch all your videos ▶️. It’s full of knowledge 💯wisdom 📝that’s Rational ,logical & practical. Helps to remove the various myths , mistakes about business 📊📈and you guide me like a torch light towards right direction. 🔦 I’m blessed 🌬to have you Dan sir . ✨Astonishingly, surprisingly For adding so much value 💫in my life I just want to bless⭐️ youuuu from bottom of my heart with lotsss of happiness, 🌹Joy ☘️health😄& wealth. 💸May all your dreams come true . 🌠Thank youuu ✌🏻👍🏻so much for your wonderful videos. Keep up the great work 👍🏻✌🏻.

[@nicholasmirante1020]

I really enjoyed this video. I have encountered all of the types not knowing the finer points of each. You really opened my eyes to who to sell to and how to sell to them. Thank you Dan.

[@chrisbradley9682]

I have sold to all of these. I love the layout and simplicity of this model and way of thinking when planning or meeting prospects.

[@buzzsawjimduggen]

Sophisticated customers are always my favorite. They are usually fairly open to options with valid education. Willing to listen.

[@CrazeeFy]

And water's wet

[@graceegleelalmadin1121]

I'm a client. I am a cheap customer but difficult to convince with and looking forward for a great things based on what I feel and what I need. This channel is so entertaining! I learn a lot.

[@DannySullivanMusic]

From my brief time watching Dan Lok I've noticed that he's not a lecturer, he's a conversationalist.

[@yardmasterswealtheducation8424]

Your question (different video) about what is your favorite Dan Lok video inspired me to create a Dan Lok Favorites playlist for my Wealth Education Center channel. It amazes me that such a great idea did not occur to me before.

[@RameshP-ds4xt]

This is the best ever channel watched on KZbin.. and for free. I can't believe this. I really have to promote this stuff. -- Dnt sell to Poor 'Taken' and Donate to them 'Understood' !!!

[@EllieMandyArt]

I’m binge watching all of your videos so I can learn and then I’m cracking down on starting a business. I’m 21. Wish me luck. I want it badly and I will do work.

[@dayswithbrandon515]

Select the winners, work with them, and sell to them. You can only be effective by being selective

[@wanUnicorn]

Perspective opens peoples horizons , explaining something simply shows good understanding ! Dan Lok definitely mastered his field ! if not , he mastered the idea and how to communicate it ! that is money right there ! Being able to retain peoples attention is money ! Thank you for sharing your knowledge !

[@e_entrepreneur415]

1. Cheap client: buy based on price.needd no value. 2. Difficut customer: make your life worst 3. Sopbisficated cuatomer: have money. Know what they buy. They know exactly 4. Affluent customer: bjy bassd on feeling > sell to 3 & 4

[@jimweidema3668]

So too sell to cheap customers you have to have huge amount of sale right? And difficult you have to make em feel good and happy so it's worth it

[@jimweidema3668]

Can you change one customer into something else like a cheap one in to a affluent

[@reviewkanal6032]

Thanks for summary

[@onee]

Jim Weidema You don't have to start out there. You can also focus on purchasing your products in for as cheap as possible (economies of scale) and/or make the internal process as efficient as possible (operational excellence). Both lower your prices. Which will attract those cheap buyers. Attracting cheap buyers isn't bad if it is your strategy. It's just up to you who you want to sell to. Most people don't know who to sell to or even who their customers really are. That's their main problem. They try to sell to everyone.

[@kellyzhao8648]

this is really helpful

[@yulianalg9111]

Thanks, Mr Lok. This is so true. When I think about this, most of my buyers are the sophisticated ones. And I'm gonna keep selling to the sophisticated and affluent customers.

[@dyorker8447]

Asian guys always explain easily..!!!I think I should go to study in korea

[@DanLok]

Go discover Asia.

[@wha-whereyomamastayatvlad1642]

D yorker lol yea they do

[@markchristopher2signal2]

watching your videos Dan, I'm changing.. Harv Eker changed my mindset but you put me in a different level. A shift happened last week. That's why I got your course without hesitation.

[@markchristopher2signal2]

ok I'm on quadrant 4 Affluent when I bought your course lol.. I said "this is an investment and I want it now"

[@berthahoppensteadt5969]

You are right !!

[@issaqanna480]

You opened my eyes to so many things in these 10minutes

[@yogenzk]

Thank u I mean it was very bad at my work place today, as I work in a hospitality industry, but after I watched ur video it made me feel refreshed, relaxed, energetic really. Thanks

[@BIGT-gs6te]

Great video. Thank you. I'm a furniture salesman and work at a nightclub. This applies to both jobs. Spot on. Thanks again

[@justsharing7268]

Dan is a really good mentor he not only educates but makes you practice your thinking.

[@anwralshawaf6376]

I can't beleive this is on youtube for free !!! this is gold ♥♥♥

[@danjones2999]

great presentation dan, have had a similar attitude within my business for a while, just found your videos a few weeks ago, whenever a potential customer asks on the phone "can you do a better price?" i always double the original price, it confuses those timewasters and gets rid of them, this isnt a bazaar, we are trying to make money, if i wanted to work for cheap, i would work in a supermarket....the older one gets, the more we should charge and the less we should work, very simple concept.....cheers dan.

[@DanLok]

Exactly, you're getting it, Dan.

[@CarmelFan2024]

Wow Dan! Epiphany moments! This is a key learning for solopreneurs. Time and resources are so limited so I need to know these 4 types and focus on the sophisticated and affluents! Right side for sure. Thanks again.

[@tennyshabong7079]

Dan you are like super smart, super realistic. I'm so blessed right now.

[@oneofakindbijouxkunst]

One of the most important lessons learned. Next video should be where are the good customers and how and where do you find them.

[@charlies.9266]

You just made me realise what kind of buyer apple attracts and how well they do it...definitely not cheap as you said they won't make you the big $$$ apple knows

[@_NOBODY_8888]

Apple is a master in attracting affluent customers.

[@DudikoffVony]

Thank you Dan I really appreciate your way of teaching simple and direct. bravo🎉🎉

[@ahmedshalaby1188]

I teach Business English, and I share business videos with my learners. It's a great video, Dan! I wished to share it with my learners but couldn't because of the 'f*' word. I really hope that fascinating videos like this one here won't include any offensive language in the future. I'll keep on following your channel, Dan. Keep up the good work!

[@emmanuelohale7770]

Dan, my takeaway, is simply law of attraction at play here. Working on law of attraction is key for me. Thanks Dan.

[@emmanuelohale7770]

You vs Customers. Thanks Dan.

[@justinasbei]

I like this video not necessarily, because I agree with this type of categorization of clients, but I'm very much on the side of differentiation (in general). I believe it's important for people to differentiate things. It makes us more human than non-human. Thanks for video,

[@akabumetekume5481]

DAN YOU GOT ME ON THIS ONE, YOU TOUCHED WHAT I FACE ON A DAILY BASE YOU'RE DOING REALLY GREAT JOB KING OF HTC

[@GavinKyleGreen_]

I didn’t even watch the video.. went straight to the comments and learned everything I needed to know! Thank you guys 😂

[@franciscobatres7991]

Dan the man!!! Excellent information about four kinds of customers. We can be a little of all four but to market your product, we definitely need to aim towards the right side of your chart.

[@anthonynoronha7636]

Mr. Dan, This video has touched my heart. I liked this video too. I have met such clients on the phone. Even when they call me personally, they straightaway say, first tell me your best price. One customer straight away said, YOU ARE SOLD, I AM TAKING YOUR SERVICE. COME TOMORROW. When I come to them the next day, they give me the order but they rip me off by giving me the advance money and they want the world. Some Doctor clients of mine listen to the entire presentations and yet don't speak anything. How do I deal with such people? By the way, I make surgery based video presentation for surgeon Doctors. This is Anthony from Santacruz, Mumbai, India.

[@freespirit3539]

Yes.. I encounter each and every kind of customers.. Marketing for me is very exciting!😊

[@mandirasinha9052]

I am into travel industry and also into sales and I really have crossed through all of these types of customers

[@jaynaker7265]

If any of them can sell it to you Dan, then that guy is the real salesman.

[@hillarymbotto567]

Dan your description of customers is really practical and amazing really learned Alot.Thanks Dan

[@BlaireBustillo]

Very well segregated. I never knew this before. Thanks Dan for giving a clear comparison to these types of buyers. 👍👍

[@subhradas1644]

I work in retail. I can relate to this video. So true and deep analysis of customers

[@kaushal.animation4239]

This concept is the truth but in this society there are large number of cheap buyers and difficult buyers due to lack of income and there are less sofisticated and affluent customer but due to this concept i only gonna focus on sofisticated and affluent buyer but can't forget about cheap and difficult buyers

[@AHMADEDWIN28]

A useful lesson to differ any costumer characteristic. Thanks a lot for the lesson Dan Lok.

[@TimPolanik]

This is absolutely the truth! Finally! Dan can make it so clear!

[@notyetskeletal4809]

I consider myself a cheap but sophisticated buyer. I suppose you could just say sophisticated but I know when i can afford to wait or look around. When i act like an affluent buyer I feel regretful sometimes because cheap has served me well. My ex was affluent and it was over the top sometimes. A little embarrassing. Other times when I wanted more knowledge I took too long and missed out on opportunities. I'm sophisticated and cheap and proud of it.

[@lehelnagy3877]

It's interesting how this blends with the 4 gems. The sophisticated buyers seem all emerald, while the affluent ones seem like ruby and sapphire. This would be a good topic of dicussion.

[@jomontanee]

From true stories, I used to have cheap customers a lot because I had low self-worth. I dared not to charge my worth. But all my clients were very pleasant human beings. Some even became my close confidants. One of my friend always attracted difficult customers who phoned her at 7am or 11pm everyday just to tell her to do this or that for them. It was like *they felt "they owned her"* or "she owed them" just because they paid for her service or products. Finally when we talked she realized it was because she felt "inferior" to them due to her poor belief that her business was small and not well known. Now I got rid all of cheap customers and raised my price high. My clients now are willing to pay and pay up front without any delay or complaints. My life is so much easier and I feel very much appreciated for my service. My friend? She is stuck at the same rut. And she always tells me she is so tired.

[@benwilliams787]

Cant wait to get to the point where I'm so rich that my handwriting doesn't matter. Lol nah but this guy is a genius!

[@ronchua3031]

Can’t believe there are dislikes on this video. Great content Dan keep it up!

[@bonjourjetsetter]

This is brilliant. Thank you so much for this the exact moment I needed it.

[@ana-zg5xm]

The way he writes shows that brain works so much faster than his hand can follow! Time is money!

[@BIGGELATO]

this actually helped me fixed my messed up Ads! genuis.. im learning tonight boy!

[@ajithpoonkavu6819]

Your presentation is very simple and motivating.

[@SharifSourour]

Wow this is amazing. So smart. I have attracted mainly the difficult people in life and business and it is very self-deprecating. This is my fault though when thinking about your system here. I tried to be too perfect and sometimes too cheap instead of just being detailed instead of perfect to attract people more like me when I'm playing the role of the customer (sophisticated) instead and better clients by bringing more value and less stress at a higher price, this way I can be more patient and passionate while attracting better clients and increasing my business sustainability. This is awesome!

[@joeang5788]

Really enjoyed this. I'm a waiter and I can see it in terms of guests as well and it's really useful!

[@DanLok]

Good.

[@Isaacnoodles]

Thank you Dan Lok for making this videos. I’m learning a lot from you ❤️🙏🏼

[@DanLok]

Welcome Judy.

[@christianbanks7458]

Dan Lok could actually be a comedian very funny and insightful 😂👏🏾

[@littlefatcatx]

Love Dan! Not only is he handsome, but he is intelligent!

[@L_MIYA-19]

Practical advice. I have tried the things he says, they work.

[@gabrielburgos2533]

I trust this guy more by his handwriting than by his credentials

[@chadelliottfahlman-htcgrad7866]

Fortunately, he has both nice handwriting and credentials.

[@abdulraouf6013]

Difficult customers are cheap . cheap costumers are difficult

[@jomontanee]

Likely. But as the marketing executive I met many difficult customers who buy high and willing to pay. They are just plain DIFFICULT. Demanding, unappreciative, make your life a living hell. Fortunately, I never had to work with those kind of people. I was lucky enough that my clients were so nice, understanding and grateful. But my clients mostly were small business owners who had tiny budget or dirt poor. Hahaha. Now I re-evaluate my life and attract only the nice customers who have money. HEAVEN indeed.

[@nikocv1]

DONE!!!! HITTED THE SUBSCRIBE BUTTON NOW "DIVING INTO DAN LOK'S 'POOL OF KNOWLEDGE"

[@DanLok]

Clinton, Welcome to my channel! What is one thing you can apply from my video here?

[@nikocv1]

that we actually don't need to give that much discount (which will affect our product prestige) to customer. we only need to find the right customer :D

[@gpecs]

wow.. you killed it thats what am facing right now in my business

[@johnvilmore261]

Love you bro! Second vid from you I watched, and I learned a hell crap ton of information

[@Chhoychanra99]

I like you because you always release a secret video about how to make life better. for anyone who wants to change the mindset.

[@NEWHOMESALES]

There are actually 9 type of customers. Look up the Enneagram. 1. Perfectionist 2. Helper 3. Achiever 4. Individualist 5. Investigator 6. Loyalist 7. Enthusiast 8. Challenger 9. Peace Maker

[@victorputra7395]

Hello Mr. Dan.. I'm in love with your way of teachings from just one of your video (how to sell a pen). And guess what, my intuition was right. You have some amazing knowledge with selling. I'm currently at Life Insurance industry, and what I'm gonna ask you is, WHAT is THE QUESTION to know what type of customer the people in front of us right now? What I have to ask? Or how do we know if he/she is cheap/difficult/shopis/affluence?? Because you know, we must know it at the fact/feeling finding phase to know the best way to sell to that person. Thank you very much before. Sorry for the grammar tough.

[@DanLok]

Victor, you have to use your intuition.

[@victorputra7395]

Dan Lok so there's no "ultimate question" yet? Hahaha.. Okayy.. Thanks for your guidance Mr Dan.

[@Fa6im94]

This is truly GOLD .. however, Im really interested to know more about " we unknowingly structure our marketing to attract cheap and difficult" Im really curious would you please tell us more , or is there a video on that topic already 🌹 Thank you ..

[@kosijulie]

This Video was really helpful. Thanks a lot Dan

[@junzenthmanjaluna9914]

Very impormative and very helpful videos sir Dan thank you so much 💪Keep strong and God bless.

[@snowguardian7378]

Thank you Dan for educating me for free👍😊

[@Kaskazinimixtv]

my name is David Lyimo and self empoyed in a family company dealing with video production, photo shoot, printing and design my question is how can i attract these sophisticated and affluid customer making them loyal to buy from my company @Dan Lok

[@DanLok]

Watch this video: kzbin.info/www/bejne/bqO7nHx4jMasa9k

[@kishoreysn7801]

Woah, at last I found the right person to get my mindset tuned for making my dreams come true.😃😃

[@katrinaruthministries]

Great video on selling to your potential customers

[@aravinthbv]

Hey Dan, Pls do a video on how to stick ourselves in the environment where sophisticated and affluent customers exists... Thank u...

[@alameatuekaho5309]

Wow right now your video just show me the way to do it. Wow! this is great and mind blowing! Thank you this step will help me in my shop. ☺

[@josephmontiano5778]

how nice explanation! i'm not good in English but i understand what are the kinds of clients/customers

[@sbiegs3885]

He is SPOT on the difficult to sophisticated guest. DEAD ON.

[@vladimirvugdelic1355]

Mind-Blowing video, fantastic explanation Dan, definitely this educational video will help me to increase my sell rate.

[@harshavardhanPFI]

Dear Dan Lok you are really awesome. i love all your videos thank you soo much for making thisvideos