Segmenting implies, in the real sense of the concept, “talk” with a person as she/he is, without needing to project on her what we need to see.
Most of the people tend to talk their way making the counterpart responsible for whatever misunderstanding happens.
Segmenting implies having a true interest in a person in order to make the effort to make an empathic introjection, which means being able to find the characteristic of the counterpart in oneself.
It requires also exerting the necessary influential sympathy to make the counterpart vibrate in harmony with what is being communicated.
The core of market expansion is market segmentation. Selling implies helping people to buy. If you know the prospect, you can decide to sell her/him what s/he needs. If you do not know the prospect, you will be depending on chance.
As Sun Tzu said:
“If you know the enemy and know yourself, you need not fear the result of hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”
Comments are welcome: Why Sun Tzu doesn’t consider the possibility of knowing the enemy while not knowing yourself?