When you are creating a sales process, you need to have a clear picture 📸 of who you serve. Thin slicing is the act of breaking down customer profiles into variants according to a significant data point such as attitudes or buying triggers.

If we thin slice 🍰 customer profiles, we discover new variants we can serve that our competitors may have missed. 

When you are creating a sales process, a customer learns as much from the list of functions as they do from the list of limits. Limits improve a customer’s expectation of what a product or service 🎓 does and doesn’t do. The boundaries of expectations are defined by both.

When you are creating a sales process, it doesn’t matter how much product you throw at the customer. If customers don’t buy into the ❤️ direction of your company, they will never buy your product or service. Sharing beliefs give the customer a feeling of belonging. Here’s what it sounds like when a customer shares your belief.

Customer expiry is the length of time a customer consciously or unconsciously allocates to making a buying decision. Every customer’s buying decision 🧨 has an expiry. If the buying decision is not closed in the time frame, the customer is likely to drop off and abandon their buying decision.

> 4Qs PLAYBOOK

> 4Qs EXPLAINER

> 4Qs INSIGHT VIDEOS

Scott Ingram is the host of the Sales Success Stories AND Daily Sales Tips podcasts. He’s the author of three books: Sales Success Stories, B2B Sales Mentors and Finding Sales Success on LinkedIn. Scott lives with his wife and two daughters in Austin, Texas where he hosts the Sales Success Summit each October.