Sales is not just about pitching a product or service; it’s about asking the right questions to the right people. One of the main reasons for sales failure is not that you’re asking the wrong questions—it’s that you’re asking the wrong person.

Many sales professionals spend time and effort trying to convince someone who may not have the authority, need, or interest in what they offer. This leads to frustration, wasted resources, and ultimately, missed opportunities. Instead of pushing harder in the wrong direction, focus on identifying your ideal customer.

Finding the right customer means understanding their needs, challenges, and decision-making power. Conduct research, leverage data, and refine your targeting strategy. Engage with prospects who genuinely benefit from your solution, and tailor your approach to resonate with them.

Success in sales isn’t just about persistence; it’s about precision. When you connect with the right customer, sales become more natural, conversations become meaningful, and conversions increase.

So, before you make your next pitch, ask yourself—are you speaking to the right person?