Who Are You Selling To? Strategies for Selling to the 8 Buyer Personas

Understanding how and why clients buy is essential to selling success. Yet most professionals and salespeople find it challenging to describe a typical client’s buying cycle, identify the decision-making criteria, and recognize different decision makers' buying style and preferences. After all, Relationship Renee buys differently than Decisive Danielle. Neither of them buys like Analytical Al or Skeptical Steve. And these aren’t the only buyer personas out there.

Watch this content- and sales tip-filled webinar with Mike Schultz, Publisher of RainToday, President of RAIN Group, and author of the breakthrough new book Rainmaking Conversations. In this 90-minute event, Mike will share the 8 buyer personas that drive buyer behavior, how to identify them, and how to win them as clients based on the way they prefer to buy.

Specifically you will learn:

• How clients buy and how that translates into effective selling
• Why you need to "think buying first, selling second"
• How to identify each of the 8 buyer personas
• How to develop strategies to successfully sell to each of the personas
• How to be more successful in your selling efforts by aligning your style to that of the buyer

How a sale proceeds depends largely on the personality of the person you're working with. If you can successfully identify their buyer persona and adjust your approach to their preferences, you will greatly increase your chances for success.

Presenter: Mike Schultz

This webinar was broadcast on June 2, 2011.

Duration: 90 minutes, including a 30-minute question-and-answer session

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