The acid test for consultative selling greatness.
Can I drop-in, and be seen?
Self Evaluation & Personal Game Plan
Rate yourself on 37 fundamentals for dropping-in…
1=poor 2=average 3=good 4=very good 5=excellent
1=never 2=hardly ever 3=sometimes 4=frequently 5=always
If you are serious about achieving sales success, I recommend you post this test someplace where you can see it every day. Create an action plan for each rule that you rate a 4 or below. Work on two of your deficiencies each day. Act on these principles until they become a way of life.
- I achieve business friendships with most of my customers. 1 2 3 4 5
- I’m on a first name, friendly basis with gatekeepers. 1 2 3 4 5
- Customers always take my calls. 1 2 3 4 5
- I feel at ease with my customers. 1 2 3 4 5
- I can name things that I have in common with each customer. 1 2 3 4 5
- I have a personal and business information file on each customer. 1 2 3 4 5
- I spend 5-10 minutes with each customer on non-business issues. 1 2 3 4 5
- When my customer really isn’t in, he/she returns my calls promptly. 1 2 3 4 5
- My customer’s ask personal questions about me. 1 2 3 4 5
- When my customer’s have questions they can’t answer, they call me first. 1 2 3 4 5
- I consider myself a resource-not a salesperson. My customer’s ask my advice. 1 2 3 4 5
- I do training for my customers. 1 2 3 4 5
- I know my customer’s industry. 1 2 3 4 5
- I know how my customer’s company operates. 1 2 3 4 5
- I know how my customer serves their customer. 1 2 3 4 5
- I always know something new about my customer’s business and industry. 1 2 3 4 5
- I always know something new about my customer’s main competition. 1 2 3 4 5
- My customer’s know they can count on me. 1 2 3 4 5
- I get unsolicited referrals from my customers. 1 2 3 4 5
- I am considered an authority in my industry. 1 2 3 4 5
- I do training for my company. 1 2 3 4 5
- Does anyone ever say, “So-and-so told me you were the best.”? 1 2 3 4 5
- I am a member of professional organizations in my field. 1 2 3 4 5
- I hold leadership roles in organizations. 1 2 3 4 5
- I read an hour each day about my business or my customers business. 1 2 3 4 5
- I read 3-6 self-improvement books a year. 1 2 3 4 5
- My customer is glad to see me walk in the door. 1 2 3 4 5
- I give my customer’s a lift just by being there. I make them laugh. 1 2 3 4 5
- I have meaningful conversations with customers. 1 2 3 4 5
- I deliver more than promised. 1 2 3 4 5
- I’m prepared with something of value when I walk in the door. 1 2 3 4 5
- I am willing to take the risk of not being seen? 1 2 3 4 5
- I leave a positive (memorable) impact. 1 2 3 4 5
- I bring things for my customers – an idea or an item of significance. 1 2 3 4 5
- I get sales leads for my customers. 1 2 3 4 5
- I refer new business to my customers. 1 2 3 4 5
- I make the tough sales. 1 2 3 4 5
OK, you did good in some areas, and rotten in others.
You have an opportunity to get great now, because you have identified your areas of weakness. Make a mini-action plan to improve in each area you’re “4” or below. Work your plan every day.
Here’s the challenge…
Drop-in on three customers a week. Prepare yourself for the visit.
Have a purpose – you just read something, you have a hot lead, you want to give some information. Say you only have a minute – stay no more than five minutes. Deliver your information first – then schmooze for a few minutes. Leave as suddenly as you showed up.
