Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Imagine you’re standing in front of a group of 100 people. You don’t really know these people, but you’ve been given the opportunity to get up and say a few words about your business. What would you say?
If you’re like most people you probably thought, “I’d rather get the attention of 100 people than 10. Duh!” But that’s where the problem begins. Because you’d rather get the attention of 100 people than 10, you usually say something with the intention of getting everyone to want to buy your product or service.
I’ll bet you’ve heard the old saying, “You can’t please all the people all the time.” I’d even be willing to bet that you’ve said that a few times in your life. Perhaps it’s time to really take that old saying to heart. If you can’t please all the people all the time, why bother trying? What a waste of energy. And in this example of standing in front of 100 people, it’s a wasted opportunity.
You’d be much better off designing a short pitch that’s targeted to a small specific group of people, but because it’s so targeted to that group, they would know that you are talking to them. And further more, they’d most likely come running up to you wanting to know when or how they could get your product or service.
Imagine going to a networking meeting and hearing someone say, “I’m a bankruptcy lawyer. If you’re looking at a possible bankruptcy, you need someone who knows this area of the law inside and out. Also, be sure to come see me if you need a divorce lawyer, if you’re going to file a suit against someone, if you’re in a car accident, or if you need a will. I can handle all of that.” As soon as the lawyer mentions all these other things that he can do, your mind fails to classify him as the person to call if you face a bankruptcy a year down the road.
The reason we often shy away from focusing on a particular targeted group is that we think it’s going to limit our business. However, the truth is that it helps your business to grow much more quickly. Again, the key is to speak to a very select group. If you would imagine yourself back in front of those 100 people again, what could you say that would cause your ideal prospect to not only listen, but also to sit up, even stand up and ask when he can get what you’re selling.
About the author