Sales Skills Assessment
How well do you plan and organize your day?
How well do you refresh/update sales materials & tools?
How well do you prepare mentally & physically for a great day?
How well do you review sources of business?
How well do you identify who can help you meet those sources of business?
How well do you decide how you will get to/call on targeted prospects/customers?
How well do you decide when/how you can most effectively contact these prospects/customers?
How well do you do client research on those you don't do well?
How well do you build rapport by showing appreciation for their time?
How well do you build rapport by asking for permission to ask questions?
How well do you build rapport by demonstrating a concern for them, not just you?
How well do you effectively overcome the "loyalty objection" to competition?
How well do you understand what level of satisfaction they are receiving from the competition?
How well do you ask high impact questions focused on them?
How well do you listen effectively & get them to explain/expand where there are issues/opportunities?
How well do you look for ways of adding value (consultative cadence)?
How well do you decide if the opportunity is worth pursuing?
How well do you record the client intelligence that is gathered?
How well do you develop a winning sales approach (WAR document)?
How well do you differentiate yourself from the competition by using "Why Me"?
How well do you differentiate yourself from the competition by using "Why My Company"?
How well do you overcome any client fear or objections?
How well do you negotiate a win/win agreement?
How well do you ask for the business?
How well do you set realistic customer expectations?
How well do you instruct the client on how to best use company resources?
How well do you build client loyalty by delivering on commitments?
How well do you continually look for ways of adding value?
How well do you secure regular client feedback (survey)?
How well do you look for opportunities for expanding your services (look for continuing changes, additional needs)?
How well do you build strong, long-term business relationships?