Page 68 - Training 2019

1. Buyer Personas

The first step to being able to spot an opportunity is establishing an ideal profile for
your potential customer. Finding the right person, and personality, that aligns with your
approach and values which gives you the best opportunity to think like your customer,

which helps you better understand their pain points and how to solve them.

To establish your ideal audience, their pain points, figure out what solutions they need;
and finally, figure out what they specifically look for in a partnership relationship before
you try proving that you have those qualities.

2. Integrate Marketing

Another way to recognize a business opportunity is by continually expanding your
knowledge on your company, your products, sales skills, the industry and the market,

as well as networking by taking advantage of attending events and functions that your
target audience attends most, keeping you in the forefront of their mind when they are
deciding who to do business with.

3. Referrals

Take advantage of the ones you already have. If you have dedicated customers, ask
them to refer your company to others that they think would benefit from it. A referral
from a friend is crucial because it allows someone to hear about the product through
someone they trust, which increases their chances of purchasing.

Identifying a sales opportunity is crucial in any business, but much of the opportunity
comes from your approach, and proactive prospecting strategy.

4. Look at your competitors

SALES TRAINING – IDENTIFYING OPPORTUNITIES 4
Updated - 24 June 2019