Matching Sales to Buyer Personas

On this episode of Paint ED, John Myers and Chase Cowart of the Small Business Development Center (SBDC) at the University of Georgia talk about how salespeople can quickly perform an analysis of potential customers and match them up with the right salespeople and messages. This is just another way that businesses can personalize their approach to prospects in a more, well, humane way. The bad way of selling involves tricks on how to separate fools and their money. That usually only works once. A better way of selling involves trying to better understand people’s essential problem, and communicating more effectively about how your company is able to solve that problem. Now the challenge is to make that process simple, and I think the four buyer-type profiles do just that.

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