External: Researching and understanding your market, industry and competition.
Never Seldom Sometimes Often Always
Internal: Knowing and effectively using your company, products, clients and resource team.
Never Seldom Sometimes Often Always
Mental: Refreshing your knowledge and getting into the right frame of mind.
Never Seldom Sometimes Often Always
Physical: Preparing your sales resources and personal appearance for the right impact.
Never Seldom Sometimes Often Always
Targeting
Groups: Identifying the categories and groups of best prospective customers.
Never Seldom Sometimes Often Always
Individuals: Identifying the ideal customers and finding the decision makers.
Never Seldom Sometimes Often Always
Strategies: Building a reputation and brand position that will generate sales.
Never Seldom Sometimes Often Always
Tactics: Calling on the right people in the right way to open up sales opportunities.
Never Seldom Sometimes Often Always
Connecting
Credibility: Establishing yourself as a viable resource to the prospect.
Never Seldom Sometimes Often Always
Activity: Making the right number and types of sales contacts.
Never Seldom Sometimes Often Always
Relationship: Understanding personality differences and buying styles.
Never Seldom Sometimes Often Always
Trust: Building trust and managing relationship tension.
Never Seldom Sometimes Often Always
Assessing
Probing: Asking the right questions and getting the answers.
Never Seldom Sometimes Often Always
Analyzing: Identifying the needs and sales opportunities.
Never Seldom Sometimes Often Always
Understanding: Finding the primary buying motive.
Never Seldom Sometimes Often Always
Empathizing: Listening and people reading, understanding feelings as well as facts.
Never Seldom Sometimes Often Always
Solving
Presenting: Delivering a persuasive presentation.
Never Seldom Sometimes Often Always
Showing Relevance: Providing compelling evidence as to how the customer will benefit from buying.
Never Seldom Sometimes Often Always
Personalizing: Getting the customer to understand and feel the value of your offer.
Never Seldom Sometimes Often Always
Involving: Getting the customer to participate in discovering the solution they seek.
Never Seldom Sometimes Often Always
Commitment
Summarizing: Giving benefit summaries and identifying next steps.
Never Seldom Sometimes Often Always
Negotiating: Resolving the customer’s concerns without reducing price.
Never Seldom Sometimes Often Always
Asking: Clearly requesting the purchase and making it easy to say yes.
Never Seldom Sometimes Often Always
Confirming: Getting the formal commitment to buy.
Never Seldom Sometimes Often Always
Assuring
Reviewing: Giving a point-of-sale summary of the value of buying plus a preview of next steps.
Never Seldom Sometimes Often Always
Follow Through: Supervision of the delivery and initial steps of the ownership experience.
Never Seldom Sometimes Often Always
UpServing: Adding value after the sale, increasing customer satisfaction.
Never Seldom Sometimes Often Always
Recovery: Smoothly resolving problems and retaining the customer’s loyalty.
Never Seldom Sometimes Often Always
Managing
Resources: Using technology and other resources to improve your sales effectiveness.
Never Seldom Sometimes Often Always
Information: Keeping and using sales records to manage yourself.
Never Seldom Sometimes Often Always
Growth: Learning and improving, becoming a greater resource to others.
Never Seldom Sometimes Often Always
Motivation: Getting yourself to do what needs to be done when it needs to be done, whether you feel like it or not and still doing it well. (Self-Leadership)