This document provides tips for increasing sales by targeting prospects similar to your best customers. It begins by having the reader identify key details about their own business such as industry, location, credit rating, and years in business. It then instructs the reader to research details about prospects like how they make money, how they promote, their costs and risks, their customers, and how you can provide value. The document emphasizes understanding prospects and modifying your approach based on their personality style to build trust and meet their expectations. The overall message is that targeting similar prospects and understanding what is important to their decision-making can immediately increase sales.

1. 5 Proven WAYS to
Immediately

2. 1

3. Increase your sales By targeting
prospects who look like your
Best customers.

4. Industry - Plumbing
# of employees - 125
Gross sales - $15 million
Association – Plumbing Contractors of America
# of locations – 3
Credit – “A” rating
IT Support – Outsourced
• Charlotte
• Raleigh
• Greensboro
Years in business - 27

5. 2

7. Princess Peach
CPO (Chief Princess Officer)
Mushroom Kingdom | Customer Relations
Nintendo, Time Warner Cable
Bowser University
I am a main character in the Mario series, and the princess of Mushroom Kingdom. I first appeared in Super
Mario Bros. and was created by Shigeru Miyamoto to be the damsel-in-distress throughout most Mario
games. I currently reside in my castle along with many Toads. My kingdom is often attacked by the Koopa
Troop, a group led by Bowser. I am the love interest of Mario.
I have an affinity for the color pink, which accents my feminine personality and kind temperament. Since my
debut in 1985, I have appeared in installments related to the Mario game series for over three decades. I am
occasionally a supporting character in mainstream games, and almost always playable in spin-off
installments and sports games. My most prominent appearance to date is as the heroine of Super Princess
Peach.
Mario
Plumber
Luigi
Plumber
Yoshi
Ultimate Sidekick
Daisy
Princess of Sarasaland
Waluigi
Certified Antagonizer
Toad
Executive Assistant

8. 3

10. How your
prospect
makes money

11. How they promote their
products and services

12. Costs
required to
run their
Business

13. Their Business
risks

14. Who their
customers are

15. How you can
Bring value to
their Business

16. 4

17. To Become a
Trusted Business Advisor
Here are 6 Questions You
Need To Know That Every
Decision-Maker Is Thinking

18. Will this solution
make me more money
1

19. Is this vendor the Best
choice from among my
availaBle options
2

20. Will this solution
improve efficiency
3

21. Will this solution
Help Me acquire more
customers or retain
the one's I already have
4

22. Will this solution
lower my cost
5

23. Do I trust this person
to meet my expectations
6

24. 5

25. There are 4 Basic
personality styles…

26. Assertive, Demanding, Quick decisions Charming, Persuasive, Emotional decisions
Passive, Methodical, Patient decisions Analytical, Precise, Cautious decisions

27. 1. Know Your Style
2. Learn the Buyer’s style
3. Modify your style

29. 1
2
3
4
5

30. xPotentialSelling.com