What’s one way to sell more now? It’s to sell more to prospects most likely to buy now. Duh. But, why is it when I ask a sales professional, “Who is your ideal prospect?” I hear answers that are very different than the prospects these sales professionals are calling on?
Stop kidding yourself.
Think about your best customers. Who are they? Be very specific and identify them by various demographic characteristics. Think age, gender, or life stage. You might also define industry, location or other characteristic. Be as specific as you can.
If you’re doing well selling to this type of customer, you will do well selling to more like this type in the future. Find more prospects like your ideal customer! It will be far easier to sell. How do I know this? You’ve already been successful selling to them in the past. Unless you change something, you’ll be likely to be successful in the future.