You’ll never sell to the same prospect twice. But it’s very likely you’ll sell to the same types of prospects — after all, there’s a finite number of ways to approach the buying process.
That’s good news for reps, since it means you can cut down on your learning curve for each new prospect. Anticipating how a buyer will make decisions and the best way to connect with them lets you spend more time delving into their specific challenges and developing a solution.
For example, if you peg your prospect as a “paleontologist,” someone who wants to dig deep and figure out how your product fits into their existing strategy, you should provide them with helpful content — then sit back and listen so you can address their comments and questions.
Need to brush up on prospect personality types? This infographic fromcovers the five most common.