Sales Profiling & Triangulation
The Art & Science of Selling©
Part 1: Sales Profiling & Triangulation, A Brainstorming* Guide
Your Goal: _________________________________________________________
Specifically, what you want to have the target do for you.
Sales Target: _______________________________________________________
Name of individuals or group whom you wish to influence.
Target Profiling: Brainstorm* with three to ten people at least four attributes of the target whether it is a single person or a group. The more important the goal, the more attributes which might be brainstormed to enhance your chances of success. Among the attributes of your sales target you may choose to consider for brainstorming:
Needs/Desires Attitude Environment
Knowledge Demographics Major influences
Prioritized Profile:
___(Attribute)__ __(Attribute)___ _____(Attribute)___ ___(Attribute)___
1 _______________ _____________ _________________ _______________
2 _______________ _____________ _________________ _______________
3 _______________ _____________ _________________ _______________
The Sales Triangle: Brainstorm with your group to identify a variety items for each box in the triangle, then prioritize the items in each box to complete your sales triangle :
*Brainstorming - a method by which a group of people use free association to identify ideas and prioritize their application in problem solving.
Part 2: Sales Communications Strategy
Target Behavioral Characteristics: The primary behavioral characteristics of an individual or group will strongly influence the manner in which you communicate with them.
Dominance 1 2 3 4 5 6 7 8 9 10
Socialbility 1 2 3 4 5 6 7 8 9 10
Patience 1 2 3 4 5 6 7 8 9 10
Formality 1 2 3 4 5 6 7 8 9 10
Indicate your best guess rating on each charactoristic above. Consider and describe immediately below how best to adapt your sales presentation to the target's behavioral characteristics.
_____________________________________________________________________________________
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Cialdini's Principles of Influence: Consider which of Cialdini's Principles of Influence are best suited to your sales situation. Prioritize their application to this situation.
Rule of Reciprocity Commitment & Consistency Social Proof
Liking Authority Scarcity
Principle (s) of Influence to be applied: ________________________________
Positioning Statement: __________________________________________
Position your goal in terms appropriate to your target audience.
Presentation Media: __________________________________________
Identify the media which are most appropriate to your target audience.
Sales Support: ____________________________________________________________
Identify those sales support materials or documents which are most likely to influence your target audience.