CHAPTER 3
TARGET (WHO, WHICH, WHAT)
WHO YOU WANT TO SELL TO, IN WHICH ORGANIZATIONS, IN WHAT SECTORS
Do you hate the whole selling thing because you seem to be pursuing numerous potential sales-generating avenues and have got yourself into a bit of a mess: whenever you set aside time to developing business, you have no idea which avenue to go down?
In this chapter we’re going to take a look at TARGETING: the focus or goal that’s going to get you out of bed each day committing yourself to CONNECTING with some people (the right people, of course).
By the end of the chapter, you’ll know why it’s essential to have a target, how to get one, which people should be targeted and why.
You must appreciate that no self-respecting sales person would dream ...
