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
- Invoices will be sent to the registered email address.
- Full payment is required prior to or at least 48 hours before the session. Unpaid attendees will not be be able to receive the unique link to the webinar. Please send proof of payment to trainings@eccp.com and/or gazzlemae.gatlabayan@eccp.com.
- No shows and late cancellations will be billed at full cost. Cancellations should be made at least 48 hours or two working days before the event. Replacement is encouraged.
- The ECCP reserves the right to reschedule or cancel this training program. Final confirmation of program date is advised at least two (2) working days before the program start date.
For registration inquiries, please contact Sam Aguirre at sam.aguirre@eccp.com.
