Too many sales people, account managers & sales managers think they understand their customers, only to discover that someone else knows them better & steals the business from under their noses!
So, for anyone who needs to understand the different types of customers involved in making the decision to buy your offering, here is a practical guide.
Whether you are in sales or not, the aim is to help you improve your chances of winning business. By really understanding the different people who affect the decision to buy your products and/or services you will be better placed to ‘qualify out’, or to put successful strategies in place to help you win more business.
There are many different roles that a customer may assume and it is essential to understand which role individuals fulfil in order to plan the best strategy to meet their needs and help them buy from you.