![]() ![]() Its not who will buy but who will buy quickly Its not who has a need but who has the greatest need Develop Your Ideal Customer ProfileĬonsider the characteristics of those clients who would have the greatest need for your added product/service:Ĭreate a list of five key characteristics. Role: acts as a guide for cross-selling and up-sellingĪ Coach can provide and interpret information about: Which current clients match your Ideal Customer Profile?ĭo you know this person do you need to develop this person?ĭo you know this person do you need additional info? Higher than expected sales force turnoverĬlient has shared their concern as to whether they have the right peopleĬompanies in the midst of a merger or acquisition This is the criteria you will use as a sorting device to prioritize. ![]() Whos ultimately responsible for the success/failure when purchasing your product/service Who holds the budgetary/financial responsibility Recognize where the decision will get made. #Miller heiman strategic selling blue sheet download full#. ![]()
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