Targeting Your Prospects

Course Description:

The main objective of this session is to help you understand different types of buying behaviors and how to address them so you can align yourself with the buyer. By the time the session is over you will understand: how to profile your best Customers, what the 4 “W” Strategy is, how to establish your Unique Value Proposition (UVP), and how to have a great elevator speech.

Course Duration: 13 minutes

Why “Targeting Your Prospects” Matters:

When you target your prospects effectively, you are able to quickly qualify or disqualify opportunities so you spend your time on deals that have a good chance of closing.

Key Points:

  • If you know that you do well in specific industries, specific geography, specific size companies, that’s where you should do your prospecting today.
  • The 4 “W” strategy is a pipeline cleanser tool.
  • UVP is normally one or two sentences that identifies what it is that your company does that your competition does not do, can’t do, or won’t do in the marketplace.

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