Watching a dull tv show tonight to relax? I do envy you – and you should actually use tv shows to remove your mindset. These turbulent times probably take away 4-8 hours a day for driving to customers. But why do I bring this subject? What has turbulent times, sales and Criminal Minds in common?

Criminal Minds – Learn sales from it

When ever criminal detectives try to imagine how the crock and/or murderer looks like, they actually do “profile” as seen in Criminal Minds. Whenever we as sales people wish to target our customers, we prospect! There is one thing that is actually to the time spend on customers in these day – and that is prospecting. Breath marketing is often (always!) the broad area of the funnel, and that actually equals your $$ invested in your future clients. Going down the profiling/prospecting tract is a great opportunity for you not to waste marketing funds unclear, and also get to know your key customers. Not only will you be a star in the top management for clever spending, but I will bet a great bottle of red wine that you will see more criminal minds with your family.

 

Ask questions in terms of your future clients; Who are they? Where do they meet? What do they eat? What are their characteristics? What kind of solutions are they looking for? What is your value proposition? Etc. These are valid questions, not some strategic choices – we forgot these toolsets because of the reach and flood of customers in good times. In turbulent times – these are our weapons to target and spend cleverly. So – target your criminal, profile (prospect) before you engage and turn to the narrow part of the sale’s funnel. Skip breath marketing and spend your time cleverly – 80% customer focusing, and 20% networking, and talking to suppliers and yes – the bank, accountant etc.

 

A sentence often is repeated in Criminal Minds; they often have 48 hours to match 80% of the profile. How long do you have to match your future client?