Knowing your prospect's buying profile will help you make the right sell's argument.
There are 3 main buying profiles:
Commander buying Profile
Strength, durability, toughness
Years in business
Proven and time-tested product
Number one, Dominant in sales or market
Famous clients, famous founder
Thinker Buying Profile
Best future results
logical design
Best procedures
Clever, unique, design
Endorsed by Expects
Visualizer Buying Profiles
Clear features=clear benefits
Best looking design
Quick and easy
Cosmetic appeal
It can help you make a strong impression on prospective customers.