Know Your Best Customers - Who Should You Be Talking To?

Having a deeper understanding of your best customers is vital to improving your process and making more sales.

Jeff argues that most sellers only have a surface-level view of who their customers are. He urges you to dig deeper and ask: "What are their goals? What motivates them? How are they feeling and thinking?" Jeff says truly knowing your customers will make selling much easier for you.

"People buy emotionally first, then justify logically." Yet most sellers lead with logic instead of their customers' emotional state. Jeff wants you to uncover the emotions your prospects are experiencing related to their problem and potential solution.

Another key point is understanding customers' motives beyond just the product or solution. Jeff asks: "Why would they buy from you? Why wouldn't they buy from you? What emotions drive their decision?" Answering these questions will give you a clearer picture of your customers and how to help them. Listen to gain Jeff's framework for finding out why your best customers choose you. His advice aims to deepen relationships and make referrals easier for you to obtain by helping you earn the right to ask through a deeper understanding of your customers.

Why you need to know who you are selling to. (2:17)

What emotional state are they in? What are the emotions that drive a decision? (3:54)

Who are your best customers? Why would they buy from you? What are their motives? (5:29)

Why wouldn’t they buy from you? (7:15)

What are the emotions that drive the decision to solve the problem? (9:17)

People buy emotionally first, then justify logically. (10:39)

When you have a better understanding of your prospect’s journey, you will have earned the right to ask for referrals and introductions. (12:15)