Q	2.	When setting the appointment:
		Did you pre-sell the customer by mentioning a "special"?
		Did you position yourself by talking about their weekend, kids or some other personal matter?
		Did you mention an issue that relates to their industry?
		Did you mention an article or book you had read that involves one or more of their customers?
		Setting the appointment was not necessary because your relationship gives you a standing appointment or allows you to drop in

Q	3.	When you greeted your customer...
		Did you immediately jump into business matters by asking a broad, opening question such as, "How's business"?
		Did you begin with small talk to establish or reestablish rapport?
		Did you have a "gift" such as doughnuts, a promotional item (pen, paperweight) or a product sample?
		Did you immediately ask a specific question that was of interest to the customer?
		Did you begin with a quick recap of the last call and lay out an organized, well thought out, professional agenda for the call so the customer would know what to expect?

Q	4.	As the call progressed, was the customer's body language:
		Relaxed as they leaned back in their chair and took in what you were saying
		Indicating that they were having a good time
		Tense and distant, non-responsive
		Indicating a level of uncertainty, saying, "I had never thought about it that way..."
		More of a roll-up-the-sleeves, working session

Q	5.	At the end of the call, which statement best characterizes the CUSTOMER's state of mind?
		"You have given me a lot to think about, everything is not clear."
		"I understand how your product/service can help us."
		"I think there may be more to this that will affect our relationships with our customers."
		"I really enjoy being with this salesperson."
		"I need to test these ideas and concepts with my other vendors."

Q	6.	How would you characterize how the time was spent in each of the following areas: Establishing Rapport, Customer Input, Your Input and Ideas, Closing?
		20% Establishing Rapport, 20% Customer, 40% Self, 20% Wrap-up and Closing
		30% Establishing Rapport, 20% Customer, 20% Self, 30% Closing, overcoming objections
		10% Establishing Rapport, 60% Customer, 20% Self, 10% Wrap-up and Closing
		10% Establishing Rapport, 20% Customer, 40% Self, 30% Closing
		10% Establishing Rapport, 40% Customer, 30% Self, 20% Closing

Q	7.	On your typical successful sales call, one where you closed the sale, which statement best describes how you handled the price objection?
		You restated the features and benefits
		You made a special price concession without stipulations
		You made a special price concession with some agreements about future business from the customer to justify the concession
		The price objection never came up
		You reiterated the value of your product or service and used quantified analysis to show the customer the specific benefits to their organization

Q	8.	After the sales call, what types of action items were on your to-do list?
		Contact the customer again at a later date (one to six months)
		Contact the customer again soon (one to thirty days)
		Rework the proposal or offer to better fit the customer's situation
		Contact someone inside of your organization to determine the feasibility of doing what the customer requested
		Follow-up on a lead the customer gave you

Q	9.	After the sales call, what types of action items were on the customer's to-do list?
		Take your ideas to their superiors or to a committee
		Wait for your reworked response
		Begin the process of implementing your solution
		Compare your offering with their current supplier's or other competitor's
		Introduce you to others inside and outside their organization

Q	10.	Which statement best fits the way you like for customers to describe you?
		"This salesperson really knows their products and services. They answer just about any question I ask."
		"I really enjoy time with this salesperson; the time seems to fly by and we have a good time together."
		"This salesperson always arrives prepared with documentation, justification and other critical data. Their information is very organized and well thought out."
		"This salesperson spends most of their time probing into our business, talking about our industry and offering ideas. I do not really know that much about their products."
		"This salesperson can always find a way to make a deal come together. They know a lot of options and how to put them together.

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