Sales Diagnostic Questionnaire - Learn Selling Online Curriculum
Sales Diagnostic Questionnaire Category
Course - Resource
PRIORTY
I. Knowledge Base
A. (1) Understand functional product/service and company knowledge Functional Product, Service and Company Knowledge  
B. (2) Gain competitor comparison knowledge Competitor Analysis  
C. (3) Know the steps in the general strategic sales plan Strategic Sales Plan - Implementation Tactics (MRM)
Strategic Sales Plan - E-book, Sales Tool 		 
II. Personal Preparation for Competitive Selling
A. (4) Set goals Goal Setting  
B. (5) Warm up and mentally condition Conditioning the Mind for Success (E-book)  
III. Prospecting (Internal/External)
A. (6) Profile profitable customers Profiling & Qualifying Prospects  
B. (7) Select appropriate contact methods
  • Telephone Cold Call
  • Voice Mail Strategies
  • Networking
  • Asking for Referrals
  • Passive Letter Contact Series
  • Interest Mailer Contact Series
  • Keep In Touch Contact Series (ILT)
  
C. (8) Develop prospecting plans Prospecting plans (ILT)  
D. (9) Manage time Time Management (ILT)  
E. (10) Manage territory Time and Territory Management  
F. (11) Manage contacts and opportunities Contact Management (ILT)  
IV. Central Sales Process
A. (12) Conduct pre-call planning activities Pre-Call Planning (ILT)  
B. (13) Plan objection prevention strategies 85 Most Common Sales Stopping Objections - Prevention Strategies (MRM)
Priority Prospect / Project (P3) Strategy Sessions (E-book) 		 
C. (14) Initiate the "live" prospect contact ACE Value Selling (Interviewing the customer)  
D. (15) Establish trust and rapport Trust and Rapport Building  
E. (16) Use interviewing and active listening skills Active Listening Skills
Eight Question Structures (MRM)
  
F. (17) Refine interpersonal selling strategies Interpersonal Communications Strategies  
G. (18) Research prospect's critical business processes, plans, selling environment and identify your competitors to determine the sales strategy and objection prevention plan
 Research the Prospect  
H. (19) Activate sales strategy to discover symptoms that will define problems ACE Value Selling (Interviewing the customer)  
I. (20) Quantify the cost impact of the problems to establish the value of the solutions ACE Value Selling (Interviewing the customer)  
J. (21) Establish decision making criteria (Expectations) to select solutions ACE Value Selling (Interviewing the customer)  
K. (22) Determine prospect's anticipated benefits Benefit Question  
L. (23) Block the competition between calls Block the Competition Between Calls  
M. (24) Present solutions that meet customer requirements Value Proposition – Presentation  
N. (25) Respond to objections not prevented Objection Responding
85 Most Common Sales Stopping Objections - Response Strategies (MRM) 		 
O. (26) Conduct negotiations Principled Negotiations  
P. (27) Close the sale
 Closing Strategies of the Masters  
V. Assuring Customer Satisfaction
A. (28) Reassure the customer Nine Ways to Reassure the Customer (MRM)  
B. (29) Check for customer satisfaction

Managing Customer Expectations
Six Strategies to Enhance Customer Satisfaction (MRM)
Fifteen Clues an Account is in Trouble (MRM)

  
C. (30) Obtain referral and references Asking for Referrals  
D. (31) Obtain repeat business Account Management (ILT)  

MRM = Master Reference Module
ILT = Current Instructor Led Training course to be re-purposed for WBT
E-book = Multi-page document
Sales Tool = One or two page checklist, form, or spreadsheet.