Practical Sales Training™ > How to connect with your buyer > Priority Chain
What is it?
To make things easier for your buyer to understand, it can make sense and be beneficial to talk about how you approach the problem you solve and which area takes focus.
Why does it work?
It works because it allows your buyer to understand how you approach things and what’s important. It’s similar to sharing values with your buyers. If you place people before profit as in the example, it allows your buyer to better understand who you are and how you operate.
How can you use it?
This comes from the world of articulating and visualising your methodology and how you do what you do. Once you have a clear explanation of how you work and a diagram to show how you work then you need to consider looking at a high-level to the areas where you place your focus which one comes first and then second and so forth and make sure you communicate that with your potential buyer.
Example
This book, entitled People, Process, Profit is an example of being clear on the order of your priorities.
See also
