#319 S2 Episode 188 - WHO’S HOT AND WHO’S NOT: The Pursuit For The Ideal Customer Profile

It goes by many names, target market, target niche, buyer persona, and many more. However, in every sales organization, it is known as the Ideal Customer Profile. Collin Mitchell is about to discuss that it is important to know the ideal profile to sell to and the profiles that you have to avoid selling to. Collin also explains the importance of qualifying and disqualifying customers to save time and effort. So tune in now, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

• The Ideal Customer Profile
• Learn to disqualify customers
• Identify customer patterns

QUOTES

Collin: “If you're in sales, you should have an ideal customer profile, or maybe you have several buyer personas that you work with., and typically these ideal customer profiles or these buyer personas are going to have different characteristics.”

Collin: “As a seller, you need to realize that your time is equally as valuable, valuable, as the executives that you sell to.”

Collin: “You'll want to start to look for patterns, and maybe even just write them down so that you can disqualify people based on certain behaviors or characteristic characteristics.”

Collin: “Start to look for patterns, write these things down so that you can identify them early on in the sales process, and save both you and the prospect a lot of time and, and also avoid tons of frustration for everybody.”

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