10 Questions to Clearly Define Your Target Market Before You Sell

Before you even start selling, you had better clearly define your target market so you move in the right direction.

Ask yourself and others questions so you can clarify who will buy from you, under what circumstances and why. Only then will you know which path to take.

Here are questions put together by solution selling training experts to help you zero in on your target market:

1. What is the specific business problem your solution will solve?
   
   
2. Who specifically has this problem and do they know they have it?
   
   
3. How does the problem manifest itself in the business?
   
   
4. How big is the problem compared to other priorities on their plate?
   
   
5. Who has bought from me before and why?
   
   
6. Am I being realistic or am I so passionate about the solution I offer that I overestimate its value to others compared to other investments they could make?
   
   
7. Am I biased in my market assessment because of personal knowledge or experience?
   
   
8. How will I find my best target customers at the right time?
   
   
9. What do others (my network, focus groups and potential customer surveys) think about the value proposition?
   
   
10. What is the profile of my ideal client in terms of title, role, industry, size, budget, geography, influence, beliefs and situation?
    

The key to selling success is to know your customer…what they need and where to find them. Asking these questions will help you understand how to most effectively market your offering.

Learn more at: http://www.lsaglobal.com/solution-selling-training/