Customer Profiling for Effective Selling
Customer Profiling is a key element in effective selling. It involves knowing how to ask questions as well as sense whether a person can be a customer or not. Become more efficient in turning your suspects into prospects by learning how to effectively profile.
Format: Lecture + guided discussions + practical activities
1. Introduction & Objectives (10 minutes)
• Welcome and program overview
• Importance of customer profiling in sales success
2. Topic 1: What is Customer Profiling (30 minutes)
Content:
• Definition and purpose of profiling
• Understanding customer characteristics, needs, and behaviors
• Suspects vs. prospects vs. qualified buyers
Activity:
• Participants describe their "ideal customer" in 3 traits.
3. Topic 2: Why We Profile Our Customers (20 minutes)
Content:
• How profiling saves time and increases effectiveness
• Avoiding mismatched customers
• Focusing efforts on high-probability buyers
Discussion:
• Share examples of wasted effort due to poor profiling.
4. Topic 3: Being Effective in Customer Profiling (45 minutes)
Content:
• Asking powerful questions
• Active listening and reading cues
• Identifying customer motivations and pain points
Activity:
• Role-play: 5-minute profiling conversation with feedback.
Break (10 minutes)
5. Topic 4: Sales Funnel (30 minutes)
Content:
• Stages: Awareness → Interest → Decision → Action
• Matching customer profile to funnel stage
• Moving customers from one stage to the next
Activity:
• Participants place real customers into the funnel stages.
6. Topic 5: Whole Brain Approach (Sensing) (30 minutes)
Content:
• Four thinking styles: Analytical, Practical, Relational, Creative
• How to sense the customer's thinking style
• Adjusting communication to match their style
Activity:
• Scenario matching: Identify which brain type a customer fits.
7. Topic 6: Marketing Approach (Engaging) (30 minutes)
Content:
• Engaging customers using the right message and tone
• Logical vs. emotional appeal
• Building rapport, interest, and trust
Activity:
• Create a short engagement script for a chosen customer profile.
8. Wrap-Up & Key Takeaways (15 minutes)
• How the six topics connect
• Summary of practical tools
• Final Q&A
