Sales Exercise

Exercise: Self Check

 

This exercise analyses your ability to arrange a sales appointment and to effectively sell your product/service.

 

Score your performance on a scale of 0 = Never, 1 = Sometimes, 2 = Always

 

Before making new appointments, I:

 

a. have up-to-date information on strategic client issues 0 1 2
b. use my network contacts for current grapevine news 0 1 2
c. read their latest company report and literature 0 1 2
d. draft my benefit statements linked to their strategy 0 1 2
e. review their possible objections and my responses 0 1 2

 

When making an appointment, I:

 

f. check top PA’s name and title at reception 0 1 2
g. ask for top PA’s help 0 1 2
h. check I’m not interrupting a meeting 0 1 2
i. qualify the decision-making process and timing 0 1 2
j. give options to facilitate yes 0 1 2

 

At the first meeting, I:

 

k. analyse and adapt to their personal style 0 1 2
l. emphasise my role to support their goals 0 1 2
m. ask permission to take notes 0 1 2
n. ask about organisational strategies 0 1 2
o. ask about personal priorities 0 1 2

 

To sell my value, I:

 

p. get them to expand on the ripple effect of issues 0 1 2
q. ask them to estimate impact on costs and revenues 0 1 2
r. counter-balance their cost-benefits against my costs 0 1 2
s. build my uniqueness into their selection criteria 0 1 2
t. reinforce with case studies and proof statements 0 1 2

 

 

Total:

 

 

                                                                         Top marks achievable:             

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