SalesHQ

Once you have identified your target client, you need to switch roles and put yourself in his shoes. What pain does he have that you can solve? Does he realize he has this pain? It could be that you are a training consultant and you provide communications training.

HR professionals, for example, are probably concerned about implementing a redundancy programme and ensuring staff leave the company with a positive outlook on their current employer and the best chance of getting another job as soon as possible. Could you adapt your communications training course to help their people become more marketable in their search for a new job?