FasTRAK™ FasTRAK™

Prospecting

1) Is my system for evaluating and updating prospects as good as the top people in my industry?

(Select one answer)

2) When I meet someone new, do I have a system of "moves" that evaluates them as a potential customer or as someone who can lead me to a customer?

(Select one answer)

3) Do I feel good about the variety of sources I have developed to identify new prospects?

(Select one answer)

4) Do I keep records of the status of each prospect I meet and use that information as part of my system to maximize my sales?

(Select one answer)

5) Can I rate myself with the top people in my industry when it comes to maximizing every opportunity to ask for referrals?

(Select one answer)

6) Can I answer this question at the end of each week: How many new referrals have I gotten this week?

(Select one answer)

7) Do I review all the aspects of my customer contact activity and contrast that against my sales results?

(Select one answer)

8) Have I developed a cadre of satisfied cusmers that give me referrals for new business?

(Select one answer)

Getting Appointments

1) Do I have an effective script for getting appointments that gets results comparable to the top players in my industry?

(Select one answer)

2) Do I keep real time records of all my phone contacts and set aside time each day to work the system?

(Select one answer)

3) Do I work the phone at a time when it makes sense to do so?

(Select one answer)

4) When I make appointments by phone, do I have and use a system to get information that will help me make the sale?

(Select one answer)

5) Do I present myself with an effective level of customer interest and enthusiasm?

(Select one answer)

Bonding and Developing a Viable Relationship

1) Am I able to initiate a conversation with strangers that is quick, smooth, and effective?

(Select one answer)

2) Is my appearance, and body language saying what I want to say?

(Select one answer)

3) Do I focus on the other person and avoid getting emotionally involved?

(Select one answer)

4) Do I have and use a way of introducing myself that is tailored for each prospect based on a system for profiling the individual?

(Select one answer)

5) Am I always conscious of the 70-30 talk rule and am I able to get the prospect to do 70% of the talking?

(Select one answer)

6) Do I have and use a comprenhensive list of questions designed specifically to bond with the prospect?)

(Select one answer)

7) Do I keep notes that record the necessary details of each meeting with a protential buyer regardless of the result?

(Select one answer)

Communication Style

1) Is my communication style designed to let the other person speak as I listen and know when and how to match their body language and tonality?

(Select one answer)

2) Do I make it obvious that I understand what they are saying by giving and observing feedback?

(Select one answer)

3) When I have a different opinion, do I understand the other person's viewpoint in a way that allows them to feel comfortable as a person?

(Select one answer)

4) Do I listen carefully, look for body language, and pick up on tonality?

(Select one answer)

5) Am I a high energy listener - demonstrating that I am listening by my actions and responses?

(Select one answer)

6) Do I maintain eye contact when I speak and when I listen?

(Select one answer)

Making it Happen - Closing

1) Am I open to prospect questions no matter what they are and do I pick up on what they are interested in?

(Select one answer)

2) Am I able to take customers questions to their emotional root without allowing myself to go on in my presentation without really getting to the bottom of the question?

(Select one answer)

3) Do I have an abundance of closing techniques that I use smoothly, regularly, and effecively?

(Select one answer)

4) Do I see and take advantage of opportunities to make the big sale or do I settle for the "short end money?"

(Select one answer)

5) Do I exude confidence that makes the customer more likely to buy or do I occasionally fear losing the deal which creates negative vibes picked up by the prospect?

(Select one answer)

6) Do I understand how customers make decisions and have a system to overcome their attempts to procrastinate?

(Select one answer)

7) Do I pick up on buying signals and button up the deal or do I occasionally talk my way out of a sale I thought was in the bag?

(Select one answer)

8) Do I welcome objections as an opportunity to learn the truth and direct the flow of information?

(Select one answer)

9) Do I seem to always get the same objections when I am unable to close?

(Select one answer)

Continuing Relationships

1) Do I regularly report back to people who refer me to others - Do I make sure that I appreciate their support and that they know it?

(Select one answer)

2) Do I have a system in place to check up on customers after I make the sale to be sure they are happy and am I able to get to a place where 80% of my business comes from deals I generate myself through networking my list?

(Select one answer)

3) When new products or services come out, am I able to get back with my past customers in a way that brings me new business?

(Select one answer)

4) Do I routinely stay in touch with my customers after they buy from me? This doesn't mean a few customers who fit my mold but rather fitting my mold to my customers?

(Select one answer)

Individual Information

1)My income range from sales is

2) How long have you been selling for a living?

3) What % (percent) of my income is commision?

4) The type of selling I do is:

5) We would love to know what you feel is the:

Best product or service to sell:      
Best company to work for:  

Email:     
First Name:  
Last Name:   
Company:    
Address:     
City:        
State:      
Zip Code:   
Country:     
Phone:       

Comments:  

   



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