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10
Jul

Know Thy Customer

Your company probably uses some sort of CRM program like Salesforce.com, which is great, but I have a question for you. 
 
Besides logging in meeting notes, quotes and other business data, do you have a confidential place you establish and maintain the personality/emotional profile of your clients and prospects? 
 

  • What kind of buying personality do they have? 
  • Are they innovators or risk adverse? 
  • Do they like to get right to the point or do they like data? 
  • Do they enjoy forming personal relationships or are they suspicious of doing so? 

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