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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Do you know your Buyer's Intelligence Matrix

Sat, 27 Apr 2019 08:25:00 +0530

Buyer Persona Matrix- Buyer Intelligence- Part-2

I am sharing the Intelligence Matrix to understand your buyers better to build long-lasting relationships. (my last video on Buyer Persona https://www.youtube.com/watch?v=g0Q5J...)

In 1983, American psychologist Howard Gardner introduced his Theory of Multiple Intelligences. His theory suggests that there is more to being intelligent than merely being proficient in languages or being good in math.

Let's quickly glance through the inner shell (part-1 intelligence matrix)

Logical-mathematical (number/reasoning)

Interpersonal (people persona)

Spiritual (life persona)

Musical (sound persona) Visual (picture persona)

Bodily-kinesthetic (Body Awareness/ Body Language)

Intra-personal (self persona)

Linguistic (word persona)

Naturalist (nature persona)

In 2019, a buyer can possess more than one intelligence persona. However, the takeaway is after the initial conversation you can plan your ongoing conversation according to the buyer's intelligence to have a more extended discussion, and this will help you to build a long-lasting relationship with the buyers. As per the famous quote, people do business with people they like, know & trust. And knowing the buyer's inner shell will surely help you to build trust.

A simple thing but can have a significant impact on building a long-lasting relationship.

#relationship #conversationskills #PeopleSkills