STAY FOCUSED ON SALES AND THE CLIENT
The Dartnell Corporation, Chicago, IL, points out that the day-to-day activities of sales can easily distract producers from selling. Phone calls, meetings, paper work, etc. rob producers of time.
The following questions help producers to redirect and refocus their priorities. After completing the following quiz, grade yourself. Give one point for each 'yes' answer and zero points for each 'no' answer. A score of between 12 and 11 points is excellent; between 10 and 9 is good; and between 8 and 7 is fair. Any score less than 7 indicates that producers need continuing education as a refresher.
Yes No
[ ] [ ] 1. Are customers' personal and professional needs at the forefront of your mind at all times?
[ ] [ ] 2. Is the customer always right, even when he/she errs or is unreasonable?
[ ] [ ] 3. Do you understand that enthusiasm breeds enthusiasm?
[ ] [ ] 4. Do you realize that the customer wants results, not excuses?
[ ] [ ] 5. Are you constructively nervous about the competition?
[ ] [ ] 6. Are you usually unaffected by the ups and downs of sales?
[ ] [ ] 7. Are you assertive enough to ask for the order at the right time?
[ ] [ ] 8. Is your personal integrity above reproach?
[ ] [ ] 9. Do you understand the law of averages: The more calls you make, the more you will sell?
[ ] [ ] 10. Do you ask for help when you need it?
[ ] [ ] 11. Do you refrain from embarrassing customers or putting them on the spot?
[ ] [ ] 12. Do you always make the effort to be as personable and friendly as possible?