What Type of Buyer Is Your Ideal Client?

In this episode of the Sales Mom podcast, Sasha shares updates on her upcoming women’s retreats, a new 90-day case study program, and a deep dive into the GEMS methodology, which helps identify different buyer and seller types. She explains how understanding these personality-driven types can improve sales strategies and client interactions.

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Transcript

0:00: Hey, hey Sausha here with Sales Mom podcast. 
 0:04: Today is gonna be a quick one, but I do wanna just give a couple of quick updates this week. 
 0:11: I am heading into the October Women's retreat. 
 0:15: I'm so excited. 
 0:17: It is full, it is booked and we're ready to rock and roll. 
 0:22: So we will be holding three more in 2025. 
 0:26: If you want to jump on the wait list for that. 
 0:29: Shoot me an email Sasha at sales mama dot biz or send me ad M on Instagram over at Sasha dot Davis or sales mama school and just send me AD M retreat 2025 and we'll get you on the wait list for one of the 2025 retreats just to recap. 
 0:50: Kind of what the retreats look like. 
 0:53: They are typically Thursday through Sunday. 
 0:55: They are in southern Oregon. 
 0:58: We kind of do like a meet and greet some masterminding Friday. 
 1:02: We go horseback riding, we go on a trail ride, do some horse, you know, even things we do some more master mining. 
 1:11: We go hang out by the pool, stuff like that. 
 1:13: A lot of self care, rest reflection Saturday. 
 1:17: , we do some, do some yoga hang out,, and it's at this place, you know, it's kind of out in the middle of nowhere. 
 1:25: , I love my nature stuff. 
 1:28: , some of the other gals they just want to get out and kind of chill. 
 1:31: Right. 
 1:32: , we're gonna have lunch at a vineyard. 
 1:34: , we're gonna do photos and videos and kind of all that fun stuff. 
 1:40: I'm gonna bring all my, you know, fancy jewelry, all my cowboy hats and a bunch of my fun. 
 1:46: , just, you know, fun, dress up shit. 
 1:48: Right. 
 1:49: And then we'll do some more masterminding. 
 1:50: I'm gonna bring all of my other fun stuff too, like crystals, cards, oils, you know, all the, all the fun hippie shit. 
 1:57: And then, we will have dinner and, you know, more masterminding campfire, hang out by the pool, hot tub, all that fun stuff and then Sunday, same thing, yoga, you know, go for walks, hikes, something like that, big old brunch and then, yeah, exchange all of our information and then head on home. 
 2:17: So tons of fun, lots of laughter. 
 2:23: I, I love to have fun. 
 2:25: , but it is also a lot of deep inner work and I like to push people out of their comfort zone. 
 2:30: Hence the horses and just some, yeah, some, some big personal development stuff. 
 2:34: So that's going to be going on this weekend, October 3rd through sixth, which is also fun to have, you know, showcase that I do automations. 
 2:42: Right. 
 2:43: So, you're, I'm recording this podcast way in advance. 
 2:46: It's going to be scheduled, you're gonna hear it, you know, about a week after I schedule it. 
 2:50: But that's the cool part. 
 2:52: Right. 
 2:52: Scheduling automation. 
 2:53: Same with all my emails and all of that good stuff. 
 2:55: Right. 
 2:56: Like I do the work ahead of time and it still comes out. 
 2:59: So, just kind of practicing what I preach over here. 
 3:02: And then the other thing is I launched this 90 day case study program and so far his kicking ass, I filled up the five spots pretty damn quickly. 
 3:16: So I'm actually going to be doing another group of five. 
 3:20: This one's going to be slightly different just so that the two can basically compete. 
 3:27: I'm not going to share what the differences are because at the end of the 90 days, I want to see basically which which group is going, you know, kick ass more. 
 3:37: So if you're interested in working with me for 90 days to really kick ass and take names. 
 3:41: October, November, December, let's talk. 
 3:45: So again, you can message me on Instagram, Sasha dot Davis or sales mama school, just message case study or you can send me an email, Sasha at sales mama dot biz, just email me case study, we'll talk all the details, ok? 
 4:00: Today topic now that we got all the updates out of the way every buyer buys differently. 
 4:09: Every seller sells differently. 
 4:11: OK? 
 4:12: And so one thing that I want you to take away from today, this is just one philosophy, OK? 
 4:19: There's many different ones, but this is one philosophy that I have learned and I am actually diving into the different enneagram types, the different human designs and how those affect the sales buying process. 
 4:31: And so that is actually going to be something that is grandfathered into my sales mama clients in 2025. 
 4:37: So I'm pretty stoked for that. 
 4:39: But as of right now, one of the methodologies that I'm teaching is the Gems methodology. 
 4:45: And this is not something that I coined. 
 4:47: This is actually a program, a product and service that is taught by somebody else. 
 4:55: It's Danny, oh man, I'm gonna have a brain fart of her last name, but it's Danny Johnson, I believe. 
 5:01: And she created this methodology called the Gems methodology. 
 5:05: And basically what it means is there's four main buying and selling types, OK? 
 5:11: Based on people's personality and their habits on how, how they interact with other buyers, other sellers, businesses, things along those lines, right? 
 5:21: And so this is crucial to know or at least become aware of when you start to sell your product and or purchase other people's products. 
 5:30: And I may have talked about this a little bit in the past, but I just was having this conversation not too long ago. 
 5:38: And so I wanted to just, you know, bring it, you know, freshen it up and bring it back to you guys. 
 5:44: And so here is a quick recap of the gems methodology and basically what it means. 
 5:51: OK. 
 5:52: So there are four different buying types or buyer personalities. 
 5:58: There is the ruby, the sapphire, the pearl and the emerald, OK? 
 6:04: And I'm going to break down basically what each of them are briefly, we're not going to go into too much detail on them here and you can start to figure out like which one you are and which one your clients are. 
 6:17: And then you want to curate a client experience that is geared towards your actual client, not necessarily towards for buying experience. 
 6:28: You see what I'm saying here, a lot of people who build their business, build it based on them and not necessarily what their client wants. 
 6:37: And so this is where, you know, we create, you know, the quote unquote perfect product only for it to fall flat among our audience. 
 6:44: Have you ever done that? 
 6:45: Have you ever heard of people doing that? 
 6:47: And this is why? 
 6:48: Ok. 
 6:49: So for rubies, what are rubies and what are they looking for? 
 6:54: Rubies? 
 6:55: Are the people who are looking for the best of the best they want the top notch, they want excellence, they want luxury, think like Rolls Royce Louis Vuitton, they want VIP service. 
 7:11: If there is like skip the line, this is like the top of the line type of product. 
 7:19: This is the ruby. 
 7:21: Ok. 
 7:22: So how you sell to them is going to be, this is luxury. 
 7:26: This is going to get you the results, the fastest, there's nothing better than us. 
 7:31: This is going to be any competitor that's out there. 
 7:34: Think of the best of the best of the best of the best. 
 7:37: That's the type of conversation that you're going to have with a ruby, you want to get them with. 
 7:43: This is number one, we are number one, you will be number one. 
 7:49: That's the kind of mentality that a ruby wants. 
 7:52: They want to be at the top. 
 7:55: They are huge competitors. 
 7:58: Ok. 
 7:59: So think about yourself. 
 8:01: Is this you or is this your client? 
 8:04: And if not, that's totally OK, let's move on to the next one, next one. 
 8:09: Sapphires. 
 8:11: All right, I personally am a sapphire. 
 8:15: Ok. 
 8:15: Not necessarily is my audience, a sapphire but I am a sapphire. 
 8:20: Ok. 
 8:20: Sapphires are pretty outspoken. 
 8:25: They are adventurous. 
 8:26: They're kind of the life of the party. 
 8:28: They like to have fun. 
 8:30: They like to keep things upbeat. 
 8:32: They like to keep people inspired and motivated, things like that and how they buy is based on like fast action. 
 8:44: Get it quick, fear of missing out. 
 8:47: They like sales. 
 8:48: They like a bargain, they like a deal. 
 8:51: They don't want to be left out. 
 8:53: They like to be like, oh pick me, pick me, pick me. 
 8:57: They like to raise their hand first things like that. 
 9:00: Ok. 
 9:01: I'm sure you guys can kind of tell like I'm totally a sapphire. 
 9:04: I'm totally a sapphire through and through. 
 9:06: Ok. 
 9:07: I do have aspects of ruby and I do have aspects of pearl and I do have aspects of emerald. 
 9:13: OK? 
 9:14: But I am dominantly a sapphire. 
 9:20: OK. 
 9:21: The next one. 
 9:22: Pearl, OK. 
 9:23: I have a lot of pearls in my audience. 
 9:28: pearls tend to be pretty soft spoken. 
 9:31: they lead with the heart, OK? 
 9:34: They want to change the world. 
 9:38: They are very heart centered. 
 9:39: They are excellent human beings. 
 9:43: They make really great mothers, they're really great listeners. 
 9:46: They're the people out there who want to, you know, save the whales, save the dolphins, save the sea life, save the Children. 
 9:53: They are on a mission to change the world. 
 9:57: I have a lot of aspects of pearl within myself. 
 10:00: Pearl is actually my second dominating trait and I have a lot of pearls in my audience, believe it or not. 
 10:09: A lot of my, a lot of my audience is very much like I want to change the freaking world like and a lot of times they feel like they can't, you know, speak their truth, they feel like they can't, you know, they don't have a voice of their own or they tend to be a little introverted. 
 10:27: you know, things like that, but they are very much emotional buyers. 
 10:30: They buy based on the heart and how they feel about a situation most of the time. 
 10:36: Not that it's like that all the time, but that's typically how pearls tend to operate. 
 10:41: Ok. 
 10:42: So are you a pearl? 
 10:43: Do you sell to pearls? 
 10:45: Do you feel like you have tendencies of pearl? 
 10:48: Ok. 
 10:49: Last but not least is the emerald. 
 10:53: In my experience, most husbands tend to be emeralds, not all but most and so emeralds are very black and white. 
 11:00: They're very analytical, they're very logical. 
 11:02: They want to know the what, where, when, why, how give me the results? 
 11:06: Why is this going to work? 
 11:08: I want to know the before and the after how much R O I can I expect. 
 11:13: And I do have a handful of emeralds in my audience. 
 11:16: They wanna know like percentages, what's the buyback guarantee? 
 11:20: What's this? 
 11:21: What's that? 
 11:21: What can I expect? 
 11:22: And I do have a handful of rubies and sapphires like I have them kind of across the board. 
 11:27: But I would say majority of my audience is pearls. 
 11:31: I'd say about half my audience's pearls. 
 11:33: And then the rest of my audience is about evenly split a run among the other three. 
 11:38: But emeralds are are going to see. 
 11:40: They want to do charts, they wanna do black and white, they want to know the logistical facts of why this is going to work. 
 11:47: Why this isn't gonna work? 
 11:49: They don't buy on emotion. 
 11:51: They are the person that has to sleep on it and then sleep on it some more and then sleep on it some more and then they do lots of research and they tend to think other people are stupid. 
 12:06: And I don't mean that in like a bad way. 
 12:08: But typically they, they think if you don't take the time to think things through that you're a moron. 
 12:15: Like my husband says this to me all the time. 
 12:17: He's like, Sasha quit being stupid. 
 12:19: And I'm like, I just don't process the things the same way as you. 
 12:22: I get the same results if not better, but my brain just doesn't think the same way you do. 
 12:27: And he just thinks like the things that I do are totally stupid and the things that I think he does are totally stupid, do we still get along? 
 12:34: Of course, we do, we just think entirely differently. 
 12:37: And so emeralds tend to think logically analytically. 
 12:41: Ok. 
 12:43: So just to recap for you rubies want the best of the best. 
 12:47: Number one, top of the game. 
 12:49: Luxury sapphires. 
 12:51: Life of the party. 
 12:52: Fast action. 
 12:53: Fear of missing out want it now need it. 
 12:56: Now. 
 12:57: Don't want to miss out pearls, save the whales, save the world, save the Children. 
 13:03: Emotional buyers typically introvert, take your time, do not rush them. 
 13:08: You will scare them away. 
 13:09: Ok? 
 13:11: And then emeralds same thing don't rush them, you'll scare them away. 
 13:14: They will buy things if it makes sense. 
 13:18: If it makes sense OK, logical analytical black and white. 
 13:23: So now that you know these things at their, you know, their highest level, again, Gem's methodology, Danny Johnson, look it up. 
 13:30: I go into a lot more detail within my course and we kind of, you know, go through what they all mean and how you can kind of start to, you know, work them into your buying experience, your onboarding experience, your marketing experience, your sales experience based on where your buyers are. 
 13:46: And if you've ever taken a quiz on somebody's site, not that everybody's using gems methodology, but every time you've taken a quiz on somebody's site, they're profiling you, they want to know what type of buyer you are, they're getting inside your brain and that's how they learn how you buy and then their marketing experience, their client experience is geared towards your buyer personality, right? 
 14:13: So whenever you see something you're like, oh my God, it's like they're in my brain. 
 14:17: It's because they are, that's exactly what those quizzes are for, right? 
 14:21: They're genius. 
 14:22: They are genius. 
 14:23: They're like, they're so great to have, OK. 
 14:27: And so start to think about how you like to buy and how your buyers like to buy. 
 14:33: And so if you don't know this, you can start to ask some of your favorite clients or some of your ideal clients. 
 14:39: And if you don't have ideal clients again, start to go out there and just do your market research, you know, if you don't have, if you don't have actual revenue, income, equity in your business, sweat equity, you're gonna have to put in the work. 
 14:56: Ok? 
 14:57: That's, that's where it's at. 
 14:59: And so you're gonna have to go out there and ask questions, you know, start to, you know, start to ask,, like, what are they, what is it that they like, ask them about their current buying experiences, you know, give them examples, give them scenarios, give them ABC DS based on what those, you know, four things are. 
 15:16: You'll start to see what type of buyer they, you know, what type of buying patterns they have. 
 15:22: And then you can start to generate and curate your client experience towards your ideal client so that you can start attracting more of your ideal client genius, right? 
 15:37: So your homework for today, if you wanna take homework is to really start to think about who you are as a buyer and who your clients are as a buyer and start to fine tune your client experience, your marketing experience, your experience towards that specific type of buyer and watch the game change. 
 16:02: This is where things start to get so fun. 
 16:04: So you guys a little bit about me, I actually have a psychology degree and that's what I went to school for. 
 16:10: I have tons of like background and experience in that whole realm. 
 16:14: My brain loves this type of stuff and I think that's why I'm so great at sales in addition to some of the, you know, the the systematic stuff, but I love the way the human brain functions and how it processes. 
 16:29: And so and how it processes information, how it interacts with other humans, how all of this stuff. 
 16:34: And so when these things start to click, I'm just like fascinated by it. 
 16:40: I'm like, oh my God, look at this and look at this and it just all starts to click and make sense. 
 16:45: I freaking geek out on this stuff. 
 16:48: And then you add the personal development in. 
 16:50: You add the spirituality component in, you add the self care and the family complex and all of these things come in. 
 16:56: It is like I can geek out on this stuff all the time and then when we start to add in like the equine stuff and the confidence building stuff, like when we do the retreats and whatnot, oh my God, you guys like you want to totally see me geek out, you should see me geek out like my team members like totally laugh at me. 
 17:15: They just think I'm crazy in a good way. 
 17:18: You know, I'm kind of a good crazy going back to that sapphire. 
 17:20: You can tell I'm like very high energy, but I can totally bring my energy down and be very grounded when the time is right. 
 17:28: But when I'm talking about these things, I get so excited because this is where things start to click for people and they're just like, oh my God, it all starts to make sense. 
 17:36: And then their business really starts to take off and it is just so cool to see somebody go from like 3 to 5000 to 15 to 20,000 in just a couple because things actually start to click and I just get so freaking happy for these people because it is not like they have to work harder. 
 17:54: They work smarter and they're actually doing less, they're doing less, but they're just putting certain things in place and saying the right things to the right people at the right time. 
 18:06: It's fucking fascinating. 
 18:07: It is just like the coolest thing ever. 
 18:09: So anyways, that's all I got for you. 
 18:12: Go out there study Gem's methodology, see what you are, see what your clients are, put some things in place and watch the magic happen. 
 18:19: And if you're looking for a retreat and if you're looking for a case study, if you know where to find me, message me retreat or message me case study and we can talk about it more. 
 18:28: All right. 
 18:28: Catch you later. 
 18:29: OK?