During my time as an entrepreneurship major at Grove City I have learned when trying to start a business as well as when trying to sell a product it is all about the understanding of the customer. This is easier said than done. One of the best tools that I have learned in multiple classes is the ability to interview. If you are talking directly to your future customer you will understand the pains that they have and the gains that they are looking for. This is an important step, but how do you know who to interview.
The Customer Archetype or Persona is an example of a potential customer that would buy your product. It is important to put yourself in their position and imagine what they are thinking. So examples could be what is their main communication network, or what is their family’s monthly income. These are important factors because if you do not understand the pains of the customer, and what they are facing in their everyday lives, then it will be much more difficult trying to build a trusting relationship with them.
Customer Archetypes can be useful for all businesses, not just those who are solely focused on sales. These personas can be incredibly valuable to anyone who is looking to build a trusting relationship with a team member, prospective student, or even future player.
BoweryJE22
I agree knowing and understanding your customer is a crucial part of sales. Understanding all the factors that make up who your customer is and what pain they have and gains they want is important for any business.
When selling to a customer, it is definitely important to be a able to “put yourself in their shoes” as you mention. Without this approach it can be difficult to attune yourself to the situation and people involved. If done well, this approach can definitely yield both higher sales and happier customers since they realize that you care about them and are willing to council rather than coerce them.