Do You Know What Your Buyers Value

Sat, 27 Apr 2019 08:33:23 +0530

Buyer Persona Matrix- Buyer's Values Part-3

Sales Guru 1 to me: You need to create value!

(After ten years) Sales Guru n to me: You need to create value!

Me to Gurus: First, tell me what is value, how do you define value?

I am sharing the buyer's values (the inner shell) which can help to make a long-lasting relationship with buyers. (Last two inner shell videos on Buyer Persona and Buyer's intelligence are here: Video-1: https://www.youtube.com/watch?v=g0Q5JzeUsIk

Video-2: https://www.youtube.com/watch?v=QsWFUXEJCB8).

A Glance into Buyer's Inner Value with a couple of examples:

1. Power (example: Does your product/services make them powerful?)

2. Fame

3. Knowledge (example: Everyone wants to look smart-does your product/services/meeting help them to level-up their IQ)

4. Uniqueness

5. Money

6. Perfection

7. Network

8. Relationship

9. Experience (example: Talking to you, investing in your product/services- Does this help them to build their CV/ Profile/ Resume stronger?)

So take the human first approach and draft your conversations by keeping each buyer and their respective values in mind, as this will surely help you to build trust and long-lasting relationships.

Small thing but can have a significant impact. #Innershell #HumanFirst #Relationship #Conversation #PeopleSkills

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Buyer Persona Matrix 2019

Sat, 27 Apr 2019 08:17:14 +0530

How to build Long-Lasting Relationship Part-1

You can't build a long-lasting relationship with buyers until you map these two inner parameters of Buyer Persona.

Most of the sales training talk about Buyer Persona and then they give you a beautiful matrix "A Buyer Persona Matrix," (for me it started with 4 personas, and as my sales practice continued, it reached to 8 personas), and you as a seller or account manager needs to identify these personas and then put that buying committee member under that persona tab in your software or excel sheet.

However, do you know the buyer persona is just an outer shell and to build a strong relationship and rapport with your buyers you need to master the inner shell? And, the inner shell contains two fundamental personality parameters, and they are "Intelligence" and "Values." My curious question to you, Do you know your buyer's "Intelligence Matrix" and their "Values Matix"?

#CustomerRelationship #SalesEnablement #SalesEffectiveness #ConversationSkills