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?
You see . . . buyers analyze with the intellectual sides of their brains, but pushing the button to actually buy is an emotional decision/moment.
Knowing how the buyer perceives the world, processes information and generates emotions are the keys to all successful selling.
If you rush a processor or bore an innovator it will not really matter how good your product or service is . . . the message just won’t get into the “buy zone.”
There are tons of good resources out there on how to analyze your prospects and clients from a personality perspective.
It might be a great time, right now, to brush up on this mission critical information and skill set.