Mastering Sales: Understanding Buyers, Users & Consumers with 3P’s and the Boss Technique

Selling is more than just pitching a product — it’s about knowing who you’re speaking to and how to deliver value to them. In this blog, I’ll walk you through simple, powerful techniques to close deals by understanding three key roles: Users, Buyers, and Consumers — and combining them with the 3P’s of Sales Mastery and the Boss Technique.

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Know the Roles: Buyer vs User vs Consumer

In sales — especially B2B — you’re often not selling to just one person. You’re selling to a system of people, and each plays a different role:

Let’s break down how to sell effectively to each.

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Sales Tactics for Each Role

1. User – Sell the Experience

The user cares about their daily life. If your product saves them time, makes work smoother, or looks nice — they’ll love it.

Tactics:

• Show clean UI, easy workflows.

• Talk about how it reduces their boring tasks.

• Use their language (technical, casual, detailed).

Pitch Example:
“Just log in, and in two clicks, your report is ready. No Excel merges or formatting. It’s that simple.”

Goal: Make them your internal champion who pushes the product inside their company.

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2. Buyer – Sell the ROI

The buyer holds the budget and wants to know: Is this worth the money?

Tactics:

• Talk about time/money saved.

• Show industry benchmarks and case studies.

• Position the product as an investment.

Pitch Example:
“Our customers save 30+ hours/month per analyst — which adds up to ₹1.5L per quarter in ops savings.”

🎯 Goal: Help them see this is a smart financial decision.

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3. Consumer – Sell the Outcome

Consumers might never see your product, but they experience the results.

Tactics:

• Focus on what they’ll gain: faster service, better results, fewer mistakes.

• Use emotional benefits: speed, trust, quality.

Pitch Example:
“Your clients will get accurate reports 40% faster. That means better decisions, fewer delays, and higher satisfaction.”

Goal: Show how you’re improving their customer’s life, not just your client’s process.

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The 3P’s of Sales Mastery

When you're trying to sell — especially in long B2B cycles — keep these 3 P’s in mind:

1. Personification – Know Who You’re Talking To

• Don’t pitch blindly. Understand their role, goals, and problems.

• Use their lingo, examples, and situations.

Example:
“If I were in your shoes, I’d want something that can be set up in under 10 minutes.”

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2. Persistence – The Polite Hustle

• Most deals take multiple follow-ups.

• Don’t be pushy, but always bring value — like sending insights, case studies, or new ideas.

Golden rule:
“Follow up until you get a no.”

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3. Patience – Play the Long Game

• Some decisions take time, especially in big companies.

• Stay helpful and consistent. Build trust, not pressure.

💬 Example:
“Even if this isn’t the right time, I’d still love to keep you updated on how others in your industry are solving this.”

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The BOSS Technique

This is how a leader approaches sales — with confidence, logic, and value.

B – Business-First Mindset

Focus on what matters to their business — not just product features.

💬 “How does this help your top-line or bottom-line?”

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O – Own the Conversation

Don’t just answer questions — lead the discussion.

💬 “Let’s align on your goals first, and then I’ll show you how we can help.”

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S – Straight Shooter

Be honest. No buzzwords, no fluff.

💬 “We’re not the cheapest, but we’re reliable — and we always deliver.”

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S – Show, Don’t Just Tell

Use demos, customer stories, numbers. Let your product prove itself.

💬 “One of our clients cut their approval time by 50% after switching to our tool.”

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Pro Sales Tip: Customize Your Pitch for All Three

Let’s say you’re selling a credit scoring tool:

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Final Thoughts

Sales isn't about pushing products — it's about solving problems for different people in different ways.

👉 Understand who you're talking to.
👉 Use the 3P's.
👉 Think like a boss.

Whether you're a founder, a sales rep, or a builder trying to pitch your product — this mindset will help you close smarter and faster.