How to Find the Right Kind of Deal
Creating the profile of an ideal prospect or customer is essential to closing the deal.
Far too many companies and sales organizations fail to develop the profile of an ideal prospect or customer. That is especially true in small entrepreneurial organizations. But here is a blinding flash of the obvious: If you don’t define what a “win” looks like, you will waste a lot of time chasing ugly deals.
This process isn’t too difficult. Just analyze your best customers, the deals you are closing, and your marketplace. Then develop a profile of the prospect who is most likely to do business with you and, over the long-term, be a profitable, happy customer. Next, make a commitment as a team to measure every prospect, deal, and customer against this profile. When they don’t fit, develop the discipline to walk away.