QUOTE: "He can who thinks he can, and he can't who thinks he can't. This is an inexorable, indisputable law."
- Orison Swett Marden

SALES TIP: Make a list of the qualifying characteristics for your most desirable customers. You can do this by looking at your current customers (by category), and answer the question, "What do they all have in common that makes them a good customer?"

In addition to the demographic characteristics, you will usually find that they have a number of "values" in common that are similar to the values you and your company have. For example, if you value timeliness and that is one of your strong selling points, it probably will also be one of your customer's values. If you ask your customers why they buy from you, this value will probably show up more often then not. Try this with several customers. Then use this as a check list for giving priority to which prospects to focus on.

By knowing what a good customer looks like, and using that profile to qualify prospects, we increase the likelihood that the sale will be a success. We also decrease the amount of time spent pursuing business that doesn't make good sense.

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