Sales by Objectives (SBO): 20 Questions to improve sales call planning

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Sales by Objectives (SBO): 20 Questions to improve sales call planning

What good reason is there for the customer to buy the product/service from my company or from another supplier?
Is this actually a "worthwhile" account? Is it worth the time and effort? WHY?
Should this call have priority over other calls to be made today? WHY?
What are the customer's real needs? Have I considered them from their point-of-view?
Is the purpose of this call to secure an order? What order? Is this goal realistic?
If not to secure an order, what is the purpose of this call--what do I expect to achieve?
Is this call an important step in the overall development of the account?
Who is the decision-making authority?
Whom do I plan to see? Is it the right person? What can I do about that?
How can I reach the decision-maker without antagonizing others?
Should a phone call for an appointment be made?
What is my basic strategy to achieve the desired results?
What kinds of questions might I ask to obtain information and involve him or her in the sales process?
Are there any specific sales tools, samples, letters, or proposals that I should use? WHY? WHEN? WHERE? HOW?
What can I do on this call, in addition to making a sale, that will lay the groundwork for another sale on my next call or in the near future? HOW? With whom? With what sales tolls, aids or samples?
If the customer is dissatisfied for any reason, why? And how will I handle the situation?
What other obstacles are likely to arise? Are they real obstacles? If not, what might be the real obstacle?
How might the obstacles be overcome? Have I considered the client's viewpoint? Can we talk about them openly? Is more information needed? Is the information meaningful to him or her?
When was my last sales call?
What happened? WHY? What am I going to do about it?

Why Objectives?

To know where you are headed...

For self-evaluation...

To strengthen employee-manager communications...

For allocating rewards based on performance...

To make the most of available time...

Sales by Objectives: --- YouTube videos of what to do and what not to do during the sales process.

The Sales Leader --- How many companies spend money on training sales reps? Almost all do.

December 30, 2016 in Business Coaching, Personal Coaching, Real Estate, Self-Awareness, Skills, Success, Tips, What is | Permalink

Comments

What good reason is there for the customer to buy the product/service from my company or from another supplier?
Is this actually a "worthwhile" account? Is it worth the time and effort? WHY?
Should this call have priority over other calls to be made today? WHY?
What are the customer's real needs? Have I considered them from their point-of-view?
Is the purpose of this call to secure an order? What order? Is this goal realistic?
If not to secure an order, what is the purpose of this call--what do I expect to achieve?
Is this call an important step in the overall development of the account?
Who is the decision-making authority?
Whom do I plan to see? Is it the right person? What can I do about that?
How can I reach the decision-maker without antagonizing others?
Should a phone call for an appointment be made?
What is my basic strategy to achieve the desired results?
What kinds of questions might I ask to obtain information and involve him or her in the sales process?
Are there any specific sales tools, samples, letters, or proposals that I should use? WHY? WHEN? WHERE? HOW?
What can I do on this call, in addition to making a sale, that will lay the groundwork for another sale on my next call or in the near future? HOW? With whom? With what sales tolls, aids or samples?
If the customer is dissatisfied for any reason, why? And how will I handle the situation?
What other obstacles are likely to arise? Are they real obstacles? If not, what might be the real obstacle?
How might the obstacles be overcome? Have I considered the client's viewpoint? Can we talk about them openly? Is more information needed? Is the information meaningful to him or her?
When was my last sales call?
What happened? WHY? What am I going to do about it?