The following article was contributed by: http://sealthedealsuccesskit.com/
as excerpted from Seal the Deal, which you can purchase through the bookstore link above.
Making strategic choices is a way of narrowing the scope of who might be a qualified prospect for your services. It allows you to identify targets that are more likely to be interested in making appointments. Knowing the numbers involved in getting prospects into your sales cycle, you will have better hit- rates if you call qualified targets rather than blindly calling anyone in your entire universe of potential users of your services. Spending the time to plan your target list strategically allows you to most efficiently use your prospecting time and energy. This worksheet is designed to help you think through the targeting process.
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