Stack the Odds in Your Favor by Defining Your Ideal Business Opportunity



Are the odds in your favor?

If you cannot clearly articulate your ideal business opportunity, the odds may be stacked against you.

To succeed, sit down and analyze where your product/service fits best. For a salesperson who does not think they are selling unless they are talking to a potential customer, this may seem like an empty exercise. But the better you are at listening for the kinds of business problems you can solve, the closer you will be to a consultative sale.

Do any of the following key words or problem situations fit your solution set? Perhaps your clients complain about:
  • Lack of employee engagement resulting in low productivity and high turnover.

  • Company growth outdistancing manager capability.

  • Lack of trust and cooperation on teams.

  • Poor record of project completion.

  • Inability of salespeople to negotiate effectively and deal with pricing pressure.

  • Poor hiring decisions that lead to low performing employees.
Certainly you can, and should, fill in the rest. Then, once you hear a few key words, you can begin to probe for the underlying cause, learn what is keeping your client awake at night, and work together to find a consultative solution.