|
|
First Name:
|
Last Name:
|
Email:
|
Phone Number:
|
Why are some salespeople more successful than others?
Why do some salespeople sell and earn twice as much, five times, ten times as
much as others?
The difference is always knowledge and skill! The top salespeople are better at
selling than the average producers.
Fortunately, all sales skills are learnable. You can learn any skill you need
to achieve any sales goal you can set for yourself.
In fact, you are probably only one skill away from DOUBLING your income!
Give yourself a grade of 1-10 (with 1 being the worst and 10 being the best) on
the 10 key result areas of selling described below. This will help you to
understand your strengths and weaknesses, and what you can do to rapidly
increase your sales and your income.
Successful selling is only possible when you become competent in the following
areas. How are you doing?
|
 |
-
Prospecting: you have a steady stream of qualified prospects that takes
up most of your selling time.
a. 80% of your time is spent with pre-qualified prospects.
b. You have a proven system of developing new prospects.
Grade:
|
-
Building Rapport and Trust: you have a pleasant, positive personality
and easily make friends with prospects and customers.
a. You genuinely like people and they like you in return.
b. Your prospects and customers trust you and believe you, and are happy to see
you again.
Grade:
|
-
Identifying Needs: you have an organized series of questions to
accurately determine the needs of your prospect regarding your product or
service.
a. You conduct an effective needs analysis with each prospect.
b. After your needs analysis, you and your prospect are clear about what he/she
needs, the budget and the timing for purchase, and the major objections to be
answered.
Grade:
|
-
Presenting Your Product or Service: you have a clear, proven process of
presentation that demonstrates the benefits of buying to your prospect.
a. You begin with the established need and move step-bystep from the general to
the specifics of what you sell.
b. At the end of the presentation, your prospect is perfectly clear about what
you sell, how much it costs, how it will benefit him and how to proceed.
Grade:
|
-
Answering Objections: you have thought through and identified each
reason a prospect might give for not buying at the end of your presentation.
a. You have developed a clear and compelling way to answer each objection you
receive.
b. Once you have answered a particular objection, the prospect is satisfied and
it never comes up again!
Grade:
|
-
Closing the Sale: you are skilled and comfortable when it is time to ask
the customer to buy, to take action on your offer.
a. You have thought through and prepared your closing words in advance.
b. You recognize buying signals and are prepared to close the sale as soon as
it is clear the customer is ready to buy.
Grade:
|
-
Getting Resales and Referrals: you have a successful plan to get resales
and referrals from each customer.
a. You have several proven referral systems that bring you a "golden chain" of
new prospects and customers.
b. You have a "relationship management system" to keep in regular contact with
your customers and good prospects.
Grade:
|
-
Personal Organizational Skills: you are well organized, efficient,
effective and punctual every selling day.
a. You plan and organize your months, weeks, days in advance, and set
priorities on the use of your time.
b. You apply the 80/20 Rule to everything you do, and always concentrate on the
highest value use of your time.
Grade:
|
-
Time and Territory Management: you have a written plan to identify your
best markets and prospects, and you work your plan every day.
a. You are clear about your target market, your ideal customer, who he is,
where he is, why he buys, when he buys, and what benefits he seeks.
b. You plan your work and work your plan to assure that you are spending the
maximum amount of time possible with qualified prospects.
Grade:
|
-
Personal and Professional Development: you are continually working on
your skills (the outer game) and your personality (the inner game) so you
perform at your best.
a. You continually read, listen to audio programs in your car, and attend
additional selling seminars and courses.
b. You make lifelong learning and growth a regular part of your personal and
business life.
Grade:
|
|
|
|
|
| Your email will be protected by our Privacy
Policy |