29 Sales Territory Questions
By Mark Hunter “The Sales Hunter”
Take the time to answer the questions below to better understand your customers (and yourself!)
After you have asked yourself these questions go back and focus in on the one or two you believe could impact your business the most.
- What is it I really like about my clients?
- What is the number one thing I don’t like about my clients?
- What is it my clients would say they really like and appreciate about me?
- What is it my clients say they like about my competitors?
- Would my clients say I am, or am not, a valuable asset to them and why?
- Do I really know what the objectives are of my clients and my prospects?
- When clients leave me, do I really know the reason why and what am I doing about it?
- What are the top three reasons why people do business with me and how do I know this?
- What are the top three reasons why people do not do business with me and how do I know this?
- What are the elements of my sales call that really go well and what areas do I have trouble with and what am I doing about these?
- What is the really big objective I need to accomplish to grow my territory?
- What is keeping me from accomplishing my big objectives?
- What are the things I do each week that do not help me build my territory?
- What do I need to do to put passion into my job and to convey passion to my clients?
- When prospects do not buy from me, do I really know the reason why they don’t and how effective is my follow-up plan?
- How many referrals do I get each year from my clients and what do I need to do to get more referrals?
- What do I need to change to cut down the amount of travel time I have each week/month?
- What things am I no longer doing that at one time were the things that made me successful?
- If I were to lose my biggest client what would I need to do to replace that business?
- How really determined am I to making my goals? (Are there other goals in my life I’m more determined to achieve? If so, why?)
- What are the things I do or the questions I ask that really get my clients talking?
- Do I know the difference between a prospect and a suspect?
- What are the five things I would tell a new person I was training that would allow them to be incredibly successful?
- What is the average number of sales calls it takes on a prospect to convert them to a customer? Is the number decreasing or increasing?
- What is the percent of leads that ultimately turn into customers and how long does it take?
- What is the profile of the key decision makers with whom we deal?
- What is the profile of the key influencers/users with whom we deal?
- What is the profile of the perfect prospect? How do I find/create more of these?
- What do I need to do to make one more sales call per week?
Mark Hunter, The Sales Hunter, is author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales. To get a free weekly sales tip, visit www.TheSalesHunter.com. Read the first chapter of his instant-classic “High-Profit Selling” here.
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