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. 

Published by

mrshmooze

The character of "Mr. Shmooze" is larger than life. He is the creation of Richard Abraham, president of The Richard Abraham Company. Mr. Shmooze™ is a composite of the greatest salespeople in the world, and the insight offered through the platform of Mr. Shmooze products is designed to give salesmen and women a powerful advantage—turbocharging their sales results!

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