One of the biggest problems salespeople have is defining a specific target group. The reason? They are afraid to miss an opportunity. This (limiting) belief is one of the biggest reasons people don’t have the success they can have and waste lots of time.

How to solve this? One of the exercises we do in our training courses is to look at how many customers the participants actually need. Most of the time this number is smaller than they actually thought they needed.

On top of that, we also look at how many customers they can (and want to) service.

New perspective

By looking at those two numbers the participants get a new perspective on what they really want and need. Since that number is almost every time smaller than they thought, it is easier to choose one to three specific target groups and work to reach those prospects.

So my question to you is How many customers do you need?

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Jan Vermeiren is the founder of Networking Coach, author of the best-sellers “Let’s Connect!” and “How to REALLY use LinkedIn” and a well-known international networking and referrals speaker. For more information, go to his blog at http://www.janvermeiren.com/.