1. What is our plan for turning suspects into prospects, and how good is our track record?
2. Of all the products and/or services we sell, which item do most people buy first and why?
3. Why does a customer buy from us and not from somebody else?
4. What is the primary reason somebody chooses to buy from us?
5. Where do our prospects come from, and how do we even know they are prospects?
6. What would it take to develop a referral program from our current customers?
7. Who are our competitors for each one of our products and/or services, and what are five significant reasons as to why we're different?
8. How many sales calls does it take to close a sale, and how long does it take?
9. What are all of the objections / comments we've heard from our customers / prospects, and how do we know how to respond to them?
10. What is our true cost of sales, and is it increasing or decreasing?
11. How much business do we get from referrals, and what is our plan for maximizing this?
12. Is our sales message compelling, and do our prospects really understand the benefits we offer?
13. How much urgency is in our sales process? Do prospects understand why it is important to do business with us now?
14. How effective is our advertising / marketing plan in creating potential prospects?
15. Is our sales pipeline full, and is it generating the right type of business?

Mark Hunter, “The Sales Hunter”, is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability.  For more information on his sales training or to receive a free weekly sales tip via email, contact “The Sales Hunter” at www.TheSalesHunter.com.

Reprinting of this article is welcomed as long as the following is included: 
Mark Hunter, "The Sales Hunter", www.TheSalesHunter.com, © 2007