In order to sell a product, you need to understand the people that it is aimed at. Knowing who they are and what makes them tick can help you to target your sales pitch at them.
You should know what types of people are likely to buy your product or solution, what motivation they might have for buying it and why your product is important to them.
The more information you possess about your customers, the more you will be able to map your sales process to their buying processes.
Who You Sell To: Knowing your Customers
How do you go about gaining a clearer image of the types of people that are likely to be interested in your product and understanding their thought processes?
One method for doing this is to make use of Sales Result Inc.’s Paint-the-Picture® program.
It can help you with lead qualification, which refers to marketing activities that are focused on assessing the willingness, ability and readiness of leads to make purchases.
The program can also aid with building up detailed descriptions of potential customers and developing a key contact overview.
Responding to Objections
Another area in which Paint-the-Picture® can help is objection handling. In order to adequately deal with a customer’s objection, it is essential to understand how it fits in with their buyer motivation.
The more your salespeople are able to get inside the minds of their customers, the better they will be at selling the production or solution to them.
Tailoring your Sales Process
In the world of sales, failing to tailor your sales process to your customers means missing out on opportunities to increase your profits.
It is impossible to customize your sales approach if you are clueless about who you are selling to.
Download Our Free Paint-the-Picture® WorkshopTemplate!
Developing a sales strategy, message and process that are consistent, clearly defined and effective can contribute significantly to sales success. Below we have included a link to download our free Paint-the-Picture® Workshop Template. This workshop will go over business pains, benefits and bold claims and why they are crucial in developing strong value propositions that will compel your prospects to act in under a minuet! Click the download link below to receive your free Paint-the-Picture® Workshop Template.
Struggling to accurately paint a picture of your customers?
Contact Sales Result Inc. and see what they can do for you.