Page 128 - UCSSW - UCS Sales Workshop
P. 128
Supporting Student Notes:
The Perfect Prospect
Building a model or a profile of your perfect prospect (sometimes called a straw man) is an essential
first step in the sales process. It’s easier to create opportunities when you have a model of what the
perfect target opportunity looks like. You’ll be more likely to recognise new opportunities and be better
prepared to sell.
Building a straw man also helps you develop your situational knowledge which is a key ingredient in
successful selling today.
