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→Importance of marketing and sales prospecting to sales efforts
I can tell when a sales professional believes what that other sales instructor says when I ask them a simple question.
I can tell when a sales professional believes what that other sales instructor says when I ask them a simple question.
When I ask a sales professional to tell me who their ideal customer is, they should be telling me specific descriptions of the types of customers they call on who will most likely buy from them. They may include demographics. Demographics are data about your prospects, and could include company revenue, number of employees, years in business, company location, size of building, or other data.
When I ask a sales professional to tell me who their ideal customer is, they should be telling me specific descriptions of the types of customers they call on who will most likely buy from them. They may include [[Demography|demographics]]. Demographics are data about your prospects, and could include company revenue, number of employees, years in business, company location, size of building, or other data.
Their description should also include psychographic data: how people think. You can sell more effectively when you know how your customer thinks and is going to buy. Psychographic data might include whether your customer is a risk-taker or not, whether your customer is health conscious or not, or whether your customer is a status-seeker or not. You can do well selling to risk-averse customers if you're able to communicate and reduce their perception of risk; you'll do worse if you're unable to reduce their perception of risk.<ref>[https://www.allbusiness.com/sales-prospecting-116817-1.html ''Sales Is Not a Numbers Game — It’s a Prospecting Game''], AllBusiness.com</ref>}}
Their description should also include psychographic data: how people think. You can sell more effectively when you know how your customer thinks and is going to buy. Psychographic data might include whether your customer is a risk-taker or not, whether your customer is health conscious or not, or whether your customer is a status-seeker or not. You can do well selling to risk-averse customers if you're able to communicate and reduce their perception of risk; you'll do worse if you're unable to reduce their perception of risk.<ref>[https://www.allbusiness.com/sales-prospecting-116817-1.html ''Sales Is Not a Numbers Game — It’s a Prospecting Game''], AllBusiness.com</ref>}}