While consultative selling training can definitely improve revenue and close-rates, make sure that you define your target client before investing in consultative selling training that may be pointed in the wrong direction.
A recent study by Hinge Marketing found that High Growth firms were almost three times as likely to be highly specific and detailed about identifying and working with ideal target clients.
To get started create an ideal target client profile that lists the specific attributes of your perfect client. Your ideal client doesn’t just buy your stuff; they passionately buy and use what you have to offer. They do not just need what you offer; they must have what you offer. They are not merely satisfied with what you offer; they are thrilled with what you offer. These attributes create repeat business, referrals, and testimonials to help build your business.
For Business-to-Business, the profile should consider:
- Industry
- Geography
- Size
- Title, Role and Function
- Type of Person
- Key Buying Triggers.
For Business-to-Consumer, also consider attributes such as their Profession, Where They Live, Income Level, Marital Status, Number of Children, Age, Gender, Employment Status, Ethnicity, Education Level, Religious Beliefs, Health, Decision-Making Style, Sense of Humor, etc.
For example, our ideal clients are typically mid-market business leaders who believe that investing in people is vital to their success. The majority come from growing high-tech, life-sciences, and service companies that lack the internal resources or expertise to get the job done. They want more than what traditional sales training and consulting approaches can deliver. They desire access to Fortune 1000 level knowledge, resources and capabilities without the hefty price tags or attitude.
