Although everyone's shopping psychology is different, after research, it is found that shopping psychology also has similarities.

(1) Beauty-seeking psychology. It is everyone's nature to love beauty, and everyone will have the psychology of discovering beauty and pursuing beauty.

Salespeople should seize this kind of psychology and show beautiful products or deliberately show the beauty of these goods. If you say to the consumer, "Do you think it is beautiful? This is specially designed and manufactured by us.

"The final result may be the decisive purchase of customers. If customers have this mentality, they usually only pay attention to appearance rather than value when buying goods. These consumers are usually young women in cities, and they pay more attention to the price, packaging, color, style and shape of goods.

(2) the psychology of seeking names. Usually, young men and women in cities have this kind of mentality, and the prestige and symbolic significance of commodities are what they value more.

In order to show their special status or show off themselves, their goods should be expensive and their brands should be loud. "Fame" and "showing off" are the core of their shopping. Famous brands are a sense of security and trust for them, and they feel that the quality is guaranteed. (3) Realistic psychology.

Usually housewives and low-income people have such consumption psychology. When shopping, they mainly emphasize "practicality" and "material benefit", but also be simple and durable. (4) the psychology of seeking novelty.

Usually, teenagers and children have this kind of consumption psychology, and the styles of goods and popular styles are the focus of their purchase. They usually don't consider price and quality.

Fashion and novelty are the main shopping motives. (5) Seeking sincerity.

Usually rural consumers and low-income groups have such consumption psychology, and they pay more attention to price. They mainly consume goods with good quality and low price or special price, and low price and low grade are the core of their consumption motivation.

(6) Comparative psychology. Teenagers and children usually have this kind of consumption psychology. When they buy goods, they are mainly emotional and accidental, and their comparison psychology is more serious.

Competition is the main consumption motive. (7) Addiction psychology.

Old people usually have such consumption psychology, mainly according to their own living habits and hobbies to choose goods. Shopping tends to be centralized and intelligent, and its main characteristics are economy and continuity.

(8) curiosity. Teenagers and children also have such consumption psychology, and they like new products.

They also pay attention to the quality, function, style and style of new products. They pursue new enjoyment and fun and new * * *.

_(9) herd mentality. Generally speaking, women have such consumption psychology and are easily influenced by others.

Influenced by imitation psychology and suggestion psychology, it is easier to produce conformity psychology. Women are easy to accept other people's opinions. If others say yes, she will probably buy it. When others say no, she gives up.

(10) psychology of emotion. Women also have such consumption psychology, and their emotions are richer, so intuitive feelings and emotions are more likely to affect shopping behavior.

Fresh advertisements, fresh packaging, novel styles and touching atmosphere are more likely to arouse their strong desire to buy.

2. How to grasp the shopping psychology of consumers

A careful study of customers' purchasing psychology is an important condition for doing a good job.

Customers' purchasing psychology can be roughly divided into the following categories: (1) rational type. This kind of customers have certain commodity knowledge, pay attention to the performance and quality of goods, and pay attention to good quality and low price.

(2) price selection. This kind of customers can be divided into two types: first, they are particularly interested in "preferential prices" and "reduced prices" on the premise of low prices; I'm interested in high-end and high-priced goods. I think I'll buy it if I pay.

(3) innovation. This kind of customers love to catch up with "fashion", talk about "novelty" and pursue novel styles of goods, often without asking about price and quality.

(4) Find the name type. This kind of customers worship brand-name products, pay special attention to the brand of goods when buying, and don't consider the price too much.

(5) Habitual. This kind of customers are familiar with and trust the products of some manufacturers and trademarks, or because of their different occupations, ages and living habits, they have formed the habit of using a certain product.

(6) amorphous. Most of these customers don't buy things often, are unfamiliar with the market situation and product performance, hesitate to buy, and ask others' opinions repeatedly.

3. What is the consumer psychology of e-commerce?

Pursuit of cultural taste: the formation of consumption motivation is subject to certain cultural and social traditions, and people with different cultural backgrounds choose different lifestyles and products.

Pursue personalized consumption, independence, self-expression, convenience and quickness, and avoid interference. Modern consumers pay more attention to the satisfaction of high-level needs such as spiritual pleasure, personality realization and emotional satisfaction. They hope to look around and choose at random in shopping, keep their mental state relaxed and free, and get the satisfaction of self-esteem to the greatest extent. However, in store-style shopping, the sales services provided by merchants often interfere with and hinder consumers, and sometimes over-enthusiastic services even scare away consumers.

There are several important factors in pursuing high quality and low price consumption and pursuing fashionable commodity consumption: safety, security and so on.

4. How does Taobao marketing impress consumers' psychology?

Editor's Note: The popularity of the optical industry has never subsided, and more and more people are opening optical shops. With the increasingly fierce competition, the skills of selling glasses are paid more and more attention by managers such as manufacturers. It has become a daily topic for manufacturers to train sales staff and improve their sales ability.

So what are the skills of selling glasses? If you want to sell glasses, someone has to buy you. If you want your sales behavior to impress consumers, you have to start your sales behavior from the perspective of consumers. Therefore, we might as well understand that the key to selling glasses is to understand the consumer psychology of the sales target. Customers buy glasses for their own reasons, such as: buying sunglasses to block ultraviolet rays and show their personality; Buy space lenses because they are light and strong; I buy progressive movies for convenience and beauty.

In daily sales work, sales staff can summarize and refine the sales selling points acceptable to consumers through the following processes, and organize them into common expressions in sales promotion, practice them repeatedly, and constantly improve and improve. 1. Choose effective business opportunities to strengthen the theme from multiple characteristic points, highlight no more than three selling points, provide positive display or negative bad hints, and clearly explain the selling points with facts.

Case: Three selling points of space lenses: light weight, impact resistance and ultraviolet protection. 2. Consider specific methods of interpretation. When expressing the selling points of commodities, we should start with the current situation of consumers and choose different interpretation methods according to different consumer psychology.

Case: Customers who used to wear glass lenses should start with whether heavy glasses will cause marks on the bridge of the nose. 3, using demonstration props to experience sales to create obvious senses * * *, it is very important that consumers actively participate, customers have the same habits of buying, wearing and aftertaste, and embed products and their technological experience into brand products.

Case: Wan Li Road Progressive Film: Use the test bench of progressive film to let customers experience the benefits of progressive film. 4. You can try out and complete the promotion process among the sales staff.

Use it easily and flexibly, practice makes perfect. Consumers only want to know or want one or two simple reasons for buying glasses. Therefore, when selling glasses, they should find out the selling points that consumers are most concerned about and convey them to consumers.

What consumers really buy is actually the benefits that glasses bring to consumers, which is also the main element that affects transactions. Therefore, after accurately finding what consumers really want to buy, and clearly conveying this information to consumers, the transaction is not far away.

5. What are the psychological changes of consumers' purchase?

After the customer has the motivation to buy, he will hesitate to buy what products can meet his needs. For a product, the psychological changes are as follows: attention (oh! It looks really good! ) interest (this thing is good, pick it up and feel it! )-desire (want to buy! The feeling of Lenovo using it! Trust (which is better? ) determination (that's it! )-buy (give me this! Pay! Satisfied (bought something worth the money).

Attention stage. Make full use of the three principles of commodity display (easy to see, easy to touch, easy to choose and easy to compare)' and make full use of visual effects to make customers clearly aware of the existence of commodities.

Interest stage. Maintain a state of dealing with customers, and there can be no "indifference" or "gossip" or behaviors that hinder customers; Pay attention to the tips and descriptions of goods, so that customers can fully understand; So that customers can easily hold it in their hands.

Desire stage. Emphasize the sales focus (function, efficacy, price); Don't block each other's desires, pay attention to the coping style; Ask the other party to try it out (try it on, taste it, smell it, audition).

Trust stage. Receive customers confidently, and never deal with them with ambiguous attitude; Explain the content of the goods reasonably in a way that can satisfy the other party; Introduce according to customers' hobbies and ideas.

Decision stage. Pay attention to the evolution of their psychological dynamics; There shall be no forced promotion.

The purchase stage. Calm down and don't ignore actions such as checkout and packing; Register in the customer information card.

Satisfaction stage.

6. What kind of consumer psychology do female customers have?

Consumer psychology of female customers: there is a great demand for goods.

For a long time, the mode of gender division of labor and cooperation has been "men dominate the outside and women dominate the inside". Women are responsible for the monthly livelihood and daily life of the family.

Therefore, the necessary commodities for the whole family (such as firewood, rice, oil, salt, etc. ) Necessary commodities for family members (such as food, clothing, shoes and hats, books, school supplies, etc.). ), even the gifts for visiting relatives and friends are what they care about and want to buy. Think twice before you buy.

Women generally think more and think more thoroughly than men before shopping. They consider all aspects of the problem, including practicality, price, quality, brand, after-sales service and so on.

Generally speaking, female customers have to go through the process of determining shopping goals, soliciting opinions from others, making a rough budget and considering the situation after consumption before buying a certain commodity. When shopping, we should "shop around", and this shopping principle will be fully reflected in female customers.

When shopping, pick and choose. Compared with men, women dare to turn, look, touch, try, say, buy and return when shopping. "Pick your nose and eyes, and don't stop until you reach your goal" is the mentality of most people.

In the process of purchasing, female customers will generally experience psychological processes such as determining the object, generating impulse, repeatedly selecting, determining the goods, and attaching importance to after-sales service.

7. Is there any way to meet the consumer psychological needs of customers?

In order to make more customers become repeat customers, restaurants must understand the psychology of consumers.

Customers are willing to come again, which shows that the restaurant understands their psychology and enjoys their experience. Satisfying customers' consumption psychology mainly includes the following points: 1.

Satisfying the psychology of pursuing safety and hygiene includes clean environment, fresh food, excellent wine quality, strict washing of restaurant utensils and cleanliness according to regulations; Personal hygiene strictly conforms to hygiene standards. 2。

To satisfy the psychology of taste, we must first understand the living habits and dietary characteristics of the consumer groups in our store. Dietary tastes usually have the characteristics of "sweet in the south and salty in the north, spicy in the east and sour in the west". Northerners in China like to eat pasta as their staple food, while southerners eat rice and snacks as their staple food.

3。 The psychology of seeking novelty and knowledge includes timely introduction of seasonal new dishes and planned and periodic change of restaurant menus.

When designing dishes, try to attach pictures and brief descriptions to some new dishes and signature dishes. 4。

The psychology of satisfaction and seeking respect includes using polite honorifics when serving food, being enthusiastic about customers who come to eat for the first time, and being familiar with customers who have dealt with them. When guests come to the store for dinner, they will treat them as warmly as their relatives and friends at home, giving customers enough face. 5。

Satisfying practical psychology includes respecting customers' choices and adhering to the principle of moderation when ordering food. Pay attention to sales skills.

We should take the initiative to introduce cheap dishes with high cost performance to customers. 6。

The psychology to meet the needs of superior position includes whether the service is thoughtful, whether the middle and senior managers of the restaurant should enliven the banquet atmosphere when necessary and introduce the main brand dishes of the restaurant. 7。

The psychology of satisfying convenience includes paying attention to leaving enough parking spaces when opening a store to facilitate customers to park. When choosing high-end banquet-oriented market positioning, restaurants should be located near business centers, * * * institutions, official residences or senior villas. 8。

The psychology of satisfying psychological enjoyment includes the elegant decoration and layout of the restaurant, and the reception of couples should be arranged in a quiet place in the restaurant. 9。

Satisfy the psychology of seeking novelty, novelty and * * *, including some customers' mentality of staying drunk, drinking famous wine, eating expensive dishes and spending money in famous shops. This kind of big guest should be taken care of, make him feel different, like to eat things that can't be eaten anywhere else, and expect to get quality service and enjoyment; 10。 Satisfying customers' emotional consumption psychology includes cooking more, better, more beautiful and more in line with customers' taste requirements; Strive for standardization, unity, exquisiteness and advancement in service; It is just right to use marketing skills flexibly in promotion.

8. What should Taobao customer service pay attention to?

The most important thing: representing the image of the store and the company, product experts and image experts understand customer needs and guide the topic. Inducing transactions can make customers remember the characteristics, sense of responsibility and attitude of the store. The knowledge that customer service should have most is product attributes and application knowledge: product number, specifications, material functions, brand basic information: Vuitton Paul men's handbags, fashionable men's handbags, cutting-edge brands, and common sense of customer consumption psychology: most consumers care about price and quality, basic skills of customer service, and buyers are familiar with the whole operation of the shopping process: look at the knowledge of self-help shopping and after-sales service in stores in detail: look at the urgency and importance of brand service centers in stores. Things should be reported in time: the highest standards of customer service language such as customer disputes and complaints: smiling service (seen by computer) and effective solution; The highest principle: make customers feel comfortable and satisfied; Basic requirements of service: timely response (key words: quick response and well-trained); The time for the customer to say hello for the first time should not exceed 15 seconds.

Typing speed should be fast, at least 50 words/minute, and there should be no typos; Every time you answer a customer's question, the customer can't wait more than 20 seconds. If the answer is too long, it is advisable to answer it several times; Enthusiasm and kindness (praise, enthusiasm, caring address and natural sincerity) are standardized. Polite greetings make customers feel warm. If it is not very blunt, do caring address, naturally understand the needs (care, patience, answering questions, accuracy and finding a topic), give accurate responses to customer inquiries and customer needs, provide satisfactory answers to customers quickly, and guide customers to generate needs when the needs are not clear.

Professional sales (self-confidence, adaptability and comfort) answer customers' objections with professional words, professional knowledge and professional skills, so that customers feel that we are experts and feel god-like comfort. Active recommendation and related sales are good at recommending the company's main payment to customers, giving relevant recommendations, and even reaching a higher customer unit price. Build trust (build goodwill, make friends,) through experience, find the topic that customers are talking about, think about what customers think, give advice to customers in time, build trust in sales, change the topic, facilitate transactions to meet customers' difficulties, wordiness or company weaknesses, quickly change the topic, guide sales, experience pleasant service process (solve problems, strengthen advantages, send off), and promote transactions.

Several situations that customer service should avoid: indifference, blunt words, negative stance; bad or inappropriate words, attacking or damaging customers' specialties; knowledge and skills are not shallow enough, and services are not in place, causing losses to the company. Be careful: the promotion activities are not well understood, the details are not clear, the customers are dizzy and the efficiency is low. Is your home selling genuine products? 1, my online shop is opened in the name of the company, and the industry and commerce have filed it. The products sold are all the top ten male bag brands in China, so you can buy them with confidence. 2. rhetorical question: is this your first visit to the mall or our store for inspection? We are the first batch of old shops approved by the official mall after evaluation and verification. You can rest assured of the goods. 3. Parents' shops are self-operated and self-sold, and all goods are genuine.

9. What is consumer psychology?

Consumer psychology, also known as consumer psychology, is the reflection of consumer reality in consumers' minds.

It includes: the psychological process of consumers, that is, consumer psychological phenomena such as sensory memory, thinking and imagination, which are rapidly produced under the influence of external related factors such as market, goods and services; Consumer's psychological state, that is, the psychological phenomenon of consumers for a period of time, such as consumer sentiment, consumer attitude and so on. The psychological characteristics of consumers, that is, the psychological phenomenon that the proportion of consumers is relatively stable, such as the different consumption tendencies of different types of consumers. The psychology of consumers can be divided into rational, conscious, irrational and subconscious.

The former has the characteristics that consumers are willing to be open, logical and prudent, while the latter refers to consumers' unconscious, internal impulses and enthusiasm, suppressed hidden wishes and emotions. At the same time, consumer psychology can be divided into basic, controllable, developmental and uncontrollable types.

Compared with the former, the latter is easier to change with objective conditions and more unstable.