15 Questions to Ask to Grow Your Business
By Mark Hunter “The Sales Hunter”
If you are a business owner or sales manager wanting to increase profits and grow business, answer these 15 questions to spur you toward action.
- What is our plan for turning suspects into prospects, and how good is our track record?
- Of all the products and/or services we sell, which item do most people buy first and why?
- Why does a customer buy from us and not from somebody else?
- What is the primary reason somebody chooses to buy from us?
- Where do our prospects come from, and how do we even know they are prospects?
- What would it take to develop a referral program from our current customers?
- 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?
- How many sales calls does it take to close a sale, and how long does it take?
- What are all of the objections/comments we’ve heard from our customers/prospects, and how do we know how to respond to them?
- What is our true cost of sales, and is it increasing or decreasing?
- How much business do we get from referrals, and what is our plan for maximizing this?
- Is our sales message compelling, and do our prospects really understand the benefits we offer?
- How much urgency is in our sales process? Do prospects understand why it is important to do business with us now?
- How effective is our advertising/marketing plan in creating potential prospects?
- Is our sales pipeline full, and is it generating the right type of business?
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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