SlideShare une entreprise Scribd logo
1  sur  17
Télécharger pour lire hors ligne
An overview of strategic selling
Simon Barlow
3rd November 2010
1simon barlow 3 november 2010
The aims of this 30 minute session are to start to
give you some awareness and flexibility in your
dealings with clients to enable you to modify your
sales approach to the client´s values and to
increase sales.
simon barlow 3 november 2010 2
• Understand the main client value categories
• Identify typical client traits
• Identify the correct sales approach for each
category
3simon barlow 3 november 2010
The 5 main categories
Achiever – 20% Belonger – 35%
 Leaders, self reliant and hard
working
 Like comfort living, feel
unique/high status level
 Avoid changing the status
quo to maintain lifestyle
 Conventional, traditional
family values.
 Want to belong – i.e. be
similar to important others
 Avoid outside
influences/trends/fashions
4simon barlow 3 november 2010
The 5 main categories
Emulator – 9% Socially conscious – 11%
 Strive to reach achiever status
 Ambitious, upwardly mobile
 Look for shortcuts to success
 Lean towards
conservationism,
environmental issues and
fairness
 Intelligent and considered
 High feeling of self worth
5simon barlow 3 november 2010
The 5 main categories
Needs driven - 11% and
Undecideds - 12%
 Either on benefits or
essentially living hand to
mouth
 Young adults still identifying
values – can go through
stages of each category before
deciding
6simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger
Emulator
Socially
Conscious
Needs
Driven
7simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime
novels
Ford
focus,
Skoda
For the
family
Emulator
Socially
Conscious
Needs
Driven
8simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F
Socially
Conscious
Needs
Driven
9simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success
books
BMW,
Audi
Socially
Conscious
Needs
Driven
10simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success
books
BMW,
Audi
To impress
Socially
Conscious
Needs
Driven
11simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success books
BMW,
Audi
To impress
Socially
Conscious
30+ Co-op, mail
order
Needs
Driven
12simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success books
BMW,
Audi
To impress
Socially
Conscious
30+ Co-op, mail
order
Michael
Palin
Toyota
Prius
Needs
Driven
13simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success books
BMW,
Audi
To impress
Socially
Conscious
30+ Co-op, mail
order
Michael
Palin
Toyota
Prius
Price
/quality,
fairness
Needs
Driven
14simon barlow 3 november 2010
Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success books
BMW,
Audi
To impress
Socially
Conscious
30+ Co-op, mail
order
Michael Palin Toyota
Prius
Price /quality,
fairness
Needs
Driven
20+ Primark The Sun Anything
cheap
For necessity
15simon barlow 3 november 2010
Ask questions to verify
What do you do in your spare time?
Where do you like to go on holiday?
Tell me a bit more about your job.
16simon barlow 3 november 2010
• Understand the main client value categories
• Identify typical client traits
• Identify the correct sales approach for each
category
17simon barlow 3 november 2010

Contenu connexe

Dernier

20230202 - Introduction to tis-py
20230202 - Introduction to tis-py20230202 - Introduction to tis-py
20230202 - Introduction to tis-pyJamie (Taka) Wang
 
Crea il tuo assistente AI con lo Stregatto (open source python framework)
Crea il tuo assistente AI con lo Stregatto (open source python framework)Crea il tuo assistente AI con lo Stregatto (open source python framework)
Crea il tuo assistente AI con lo Stregatto (open source python framework)Commit University
 
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Will Schroeder
 
COMPUTER 10: Lesson 7 - File Storage and Online Collaboration
COMPUTER 10: Lesson 7 - File Storage and Online CollaborationCOMPUTER 10: Lesson 7 - File Storage and Online Collaboration
COMPUTER 10: Lesson 7 - File Storage and Online Collaborationbruanjhuli
 
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve DecarbonizationUsing IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve DecarbonizationIES VE
 
UiPath Community: AI for UiPath Automation Developers
UiPath Community: AI for UiPath Automation DevelopersUiPath Community: AI for UiPath Automation Developers
UiPath Community: AI for UiPath Automation DevelopersUiPathCommunity
 
UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6DianaGray10
 
UiPath Studio Web workshop series - Day 5
UiPath Studio Web workshop series - Day 5UiPath Studio Web workshop series - Day 5
UiPath Studio Web workshop series - Day 5DianaGray10
 
Valere | Digital Solutions & AI Transformation Portfolio | 2024
Valere | Digital Solutions & AI Transformation Portfolio | 2024Valere | Digital Solutions & AI Transformation Portfolio | 2024
Valere | Digital Solutions & AI Transformation Portfolio | 2024Alexander Turgeon
 
UiPath Clipboard AI: "A TIME Magazine Best Invention of 2023 Unveiled"
UiPath Clipboard AI: "A TIME Magazine Best Invention of 2023 Unveiled"UiPath Clipboard AI: "A TIME Magazine Best Invention of 2023 Unveiled"
UiPath Clipboard AI: "A TIME Magazine Best Invention of 2023 Unveiled"DianaGray10
 
Secure your environment with UiPath and CyberArk technologies - Session 1
Secure your environment with UiPath and CyberArk technologies - Session 1Secure your environment with UiPath and CyberArk technologies - Session 1
Secure your environment with UiPath and CyberArk technologies - Session 1DianaGray10
 
Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024D Cloud Solutions
 
9 Steps For Building Winning Founding Team
9 Steps For Building Winning Founding Team9 Steps For Building Winning Founding Team
9 Steps For Building Winning Founding TeamAdam Moalla
 
Comparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioComparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioChristian Posta
 
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UbiTrack UK
 
OpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureOpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureEric D. Schabell
 
Empowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintEmpowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintMahmoud Rabie
 
Governance in SharePoint Premium:What's in the box?
Governance in SharePoint Premium:What's in the box?Governance in SharePoint Premium:What's in the box?
Governance in SharePoint Premium:What's in the box?Juan Carlos Gonzalez
 
Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Brian Pichman
 
Meet the new FSP 3000 M-Flex800™
Meet the new FSP 3000 M-Flex800™Meet the new FSP 3000 M-Flex800™
Meet the new FSP 3000 M-Flex800™Adtran
 

Dernier (20)

20230202 - Introduction to tis-py
20230202 - Introduction to tis-py20230202 - Introduction to tis-py
20230202 - Introduction to tis-py
 
Crea il tuo assistente AI con lo Stregatto (open source python framework)
Crea il tuo assistente AI con lo Stregatto (open source python framework)Crea il tuo assistente AI con lo Stregatto (open source python framework)
Crea il tuo assistente AI con lo Stregatto (open source python framework)
 
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
 
COMPUTER 10: Lesson 7 - File Storage and Online Collaboration
COMPUTER 10: Lesson 7 - File Storage and Online CollaborationCOMPUTER 10: Lesson 7 - File Storage and Online Collaboration
COMPUTER 10: Lesson 7 - File Storage and Online Collaboration
 
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve DecarbonizationUsing IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
 
UiPath Community: AI for UiPath Automation Developers
UiPath Community: AI for UiPath Automation DevelopersUiPath Community: AI for UiPath Automation Developers
UiPath Community: AI for UiPath Automation Developers
 
UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6
 
UiPath Studio Web workshop series - Day 5
UiPath Studio Web workshop series - Day 5UiPath Studio Web workshop series - Day 5
UiPath Studio Web workshop series - Day 5
 
Valere | Digital Solutions & AI Transformation Portfolio | 2024
Valere | Digital Solutions & AI Transformation Portfolio | 2024Valere | Digital Solutions & AI Transformation Portfolio | 2024
Valere | Digital Solutions & AI Transformation Portfolio | 2024
 
UiPath Clipboard AI: "A TIME Magazine Best Invention of 2023 Unveiled"
UiPath Clipboard AI: "A TIME Magazine Best Invention of 2023 Unveiled"UiPath Clipboard AI: "A TIME Magazine Best Invention of 2023 Unveiled"
UiPath Clipboard AI: "A TIME Magazine Best Invention of 2023 Unveiled"
 
Secure your environment with UiPath and CyberArk technologies - Session 1
Secure your environment with UiPath and CyberArk technologies - Session 1Secure your environment with UiPath and CyberArk technologies - Session 1
Secure your environment with UiPath and CyberArk technologies - Session 1
 
Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024
 
9 Steps For Building Winning Founding Team
9 Steps For Building Winning Founding Team9 Steps For Building Winning Founding Team
9 Steps For Building Winning Founding Team
 
Comparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioComparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and Istio
 
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
 
OpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureOpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability Adventure
 
Empowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintEmpowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership Blueprint
 
Governance in SharePoint Premium:What's in the box?
Governance in SharePoint Premium:What's in the box?Governance in SharePoint Premium:What's in the box?
Governance in SharePoint Premium:What's in the box?
 
Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )
 
Meet the new FSP 3000 M-Flex800™
Meet the new FSP 3000 M-Flex800™Meet the new FSP 3000 M-Flex800™
Meet the new FSP 3000 M-Flex800™
 

En vedette

AI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdfAI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
 
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024Neil Kimberley
 
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)contently
 
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024Albert Qian
 
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsSocial Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsKurio // The Social Media Age(ncy)
 
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summarySpeakerHub
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next Tessa Mero
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentLily Ray
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best PracticesVit Horky
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project managementMindGenius
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...RachelPearson36
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at WorkGetSmarter
 

En vedette (20)

AI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdfAI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
 
Skeleton Culture Code
Skeleton Culture CodeSkeleton Culture Code
Skeleton Culture Code
 
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024
 
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)
 
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024
 
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsSocial Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
 
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
 
How to have difficult conversations
How to have difficult conversations How to have difficult conversations
How to have difficult conversations
 
Introduction to Data Science
Introduction to Data ScienceIntroduction to Data Science
Introduction to Data Science
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best Practices
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project management
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
 
ChatGPT webinar slides
ChatGPT webinar slidesChatGPT webinar slides
ChatGPT webinar slides
 
More than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike RoutesMore than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike Routes
 

Smarter Selling

  • 1. An overview of strategic selling Simon Barlow 3rd November 2010 1simon barlow 3 november 2010
  • 2. The aims of this 30 minute session are to start to give you some awareness and flexibility in your dealings with clients to enable you to modify your sales approach to the client´s values and to increase sales. simon barlow 3 november 2010 2
  • 3. • Understand the main client value categories • Identify typical client traits • Identify the correct sales approach for each category 3simon barlow 3 november 2010
  • 4. The 5 main categories Achiever – 20% Belonger – 35%  Leaders, self reliant and hard working  Like comfort living, feel unique/high status level  Avoid changing the status quo to maintain lifestyle  Conventional, traditional family values.  Want to belong – i.e. be similar to important others  Avoid outside influences/trends/fashions 4simon barlow 3 november 2010
  • 5. The 5 main categories Emulator – 9% Socially conscious – 11%  Strive to reach achiever status  Ambitious, upwardly mobile  Look for shortcuts to success  Lean towards conservationism, environmental issues and fairness  Intelligent and considered  High feeling of self worth 5simon barlow 3 november 2010
  • 6. The 5 main categories Needs driven - 11% and Undecideds - 12%  Either on benefits or essentially living hand to mouth  Young adults still identifying values – can go through stages of each category before deciding 6simon barlow 3 november 2010
  • 7. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger Emulator Socially Conscious Needs Driven 7simon barlow 3 november 2010
  • 8. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator Socially Conscious Needs Driven 8simon barlow 3 november 2010
  • 9. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F Socially Conscious Needs Driven 9simon barlow 3 november 2010
  • 10. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi Socially Conscious Needs Driven 10simon barlow 3 november 2010
  • 11. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious Needs Driven 11simon barlow 3 november 2010
  • 12. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious 30+ Co-op, mail order Needs Driven 12simon barlow 3 november 2010
  • 13. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious 30+ Co-op, mail order Michael Palin Toyota Prius Needs Driven 13simon barlow 3 november 2010
  • 14. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious 30+ Co-op, mail order Michael Palin Toyota Prius Price /quality, fairness Needs Driven 14simon barlow 3 november 2010
  • 15. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious 30+ Co-op, mail order Michael Palin Toyota Prius Price /quality, fairness Needs Driven 20+ Primark The Sun Anything cheap For necessity 15simon barlow 3 november 2010
  • 16. Ask questions to verify What do you do in your spare time? Where do you like to go on holiday? Tell me a bit more about your job. 16simon barlow 3 november 2010
  • 17. • Understand the main client value categories • Identify typical client traits • Identify the correct sales approach for each category 17simon barlow 3 november 2010