- I read at least one book on sales strategy per quarter.
- I listen to audio learning programs when I'm driving during work hours.
- In the past year, I've identified and worked on at least one area to improve my selling effectiveness.
- I attended at least one sales or personal development seminar within the past year.
- I have identified the characteristics of my ideal buyers and have developed an ideal buyer profile checklist to judge all my potential prospects against.
- I have a target account list of ideal buyers that I am currently pursuing.
- In complex selling environments (where multiple buyers are involved), I research an organization thoroughly before meeting any individual buyer.
- I develop a strategic account plan for each ideal buyer (targeted account) and update it throughout the sales process.
- I know the four levels of buyer need.
- I have a checklist of questions and "targeted conversations" for every buyer type I pursue.
- I differentiate between personal wins for individual buyers and corporate wins for an organization, and I pursue both.
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