1. Do I continuously evaluate and update my potential client file?
2. Do I consciously evaluate every acquaintance as a potential client or as someone who can lead me to a client?
3. Have I developed a broad variety of information sources to identify potential clients?
4. Do I keep a status record of each contact I make?
5. Do I have a system of asking for referrals?
6. Do I track referral activity and successes?
7. Do my networking activities produce the results I want?
8. Have I developed satisfied clients who regularly refer me?
9. Have I developed a prospect-friendly telephone approach and script?
10. Do I keep track of phone activities and results?
11. Do I very my phone calling times to maximize results?
12. Do I communicate interest and enthusiasm over the phone?
13. Have I developed a pre-approach letter that encourages prospects to take my call?
14. Do I track my activities so I know what works?
15. Do I communicate my understanding of the prospect’s business and role?
16. Am I able to get the prospect to open up relatively quickly?
17. Is my focus on what the prospect has to say?
18. Do I ask questions to discover the prospects needs?
19. Do I ask questions to discover who the other decision makers are?
20. Do I adapt my selling process to the prospect’s personality style?
21. Am I able to discover active wants and needs?
22. Am I able to show the value of acting on these wants and needs?
21. Am I able to uncover obstacles to taking action?
23. Am I able to discover the consequences of not taking action?
24. Are my presentations client focused?
25. Am I able to effectively communicate benefits and advantages for using my company?
26. Is my presentation Interactive and involving the prospect?
27. When I do proposals, do I tailor each one to the prospect?
28. Do I always ask the prospect for the business?
29. Does my sales process and approach conclude with a commitment by the prospect?
30. Have I identified the stalls and objections most often encountered?
31. Have I developed techniques for preventing the stalls and objections?
32. Have I developed effective responses for those that occur?
33. Do I ask for clarification of the stalls and objections?
34. Have I established relationships at multiple levels in each account?
35. Do you keep all contacts up-to-date regarding the value I am creating for them?
36. Do I actively seek introductions to key people within the business?
37. Do I conduct business reviews annually with my accounts and involve all
contacts?
38. Do I regularly report back to the people who gave me referrals?
39. Do I have a system of measuring client satisfaction?
40. Do I regularly develop add-on buys?
41. Do I regularly stay in touch with clients after the buy?
42. Do I provide follow-up during the sales process in a timely manner?
43. Do I have both long-term and short term sales goals with a plan for making them happen by a specific date?
44. Do I have a system for tracking progress toward your goals?
45. Am I well organized?
46. Do I manage my time and activities effectively?
47. Do I find myself spending too much time with prospects with which I never do business?
48. Do I consistently seek better ways to increase your productivity?
49. Do I prepare a lot of proposals that never turn into business?
50. Am I familiar with the advantages offered by my competition?
51. Do I consistently look for competitive information that will help me and my station?
52. Am I able to position myself effectively versus each of my competitors?
53. Do I know what percent of my sales comes from new clients?
54. Do I know what percent of my sales comes from repeat clients?
55. Do I know why my clients buy from me?
56. When business is lost or not won, do I know why?
57. Do I set a commitment objective for each contact with a prospect?
58. Do I know how many suspects I need for each prospect developed?
59. Do I know how many prospects are needed to gain a new client?
60. Am I able to demonstrate value to my prospects or clients?
