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29 Sales Territory
Questions
1. What is it I really like about my accounts?
2. What is the number one thing I don’t like about my accounts?
3. What is it my accounts would say they really like and appreciate about
me?
4. What is it my accounts say they like about my competitors?
5. Would my accounts say I am, or am not a valuable asset to them and why?
6. Do I really know what the objectives are of my accounts and my
prospects?
7. When accounts leave me do I know really know the reason why and what am
I doing about it?
8. What are the top three reasons why people do business with me and how
do I know this?
9. What are the top three reasons why people do not do business with me
and how do I know this?
10. 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?
11. What is the really big objective I need to accomplish to grow my
territory?
12. What is keeping me from accomplishing my big objectives?
13. What are the things I do each week that do not help me build my
territory?
14. What do I need to do to put passion into my job and to convey passion
to my accounts?
15. 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?
16. How many referrals do I get each year from my accounts and what do I
need to do to get more referrals?
17. What do I need to change to cut down the amount of travel time I have
each week / month?
18. What things am I no longer doing that at one time were the things that
made me successful?
19. If I were to lose my biggest account what would I need to do to
replace that business?
20. How really determined am I to making my goals? (Are there other goals
in my life I’m more determined to achieve, why?)
21. What are the things I do or the questions I ask that really get my
accounts talking?
22. Do I know the difference between a prospect and a suspect?
23. What are the five things I would tell a new person I was training they
would need to do to be incredibly successful?
24. 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?
25. What is the % of leads that ultimately turn into customers and how
long does it take?
26. What is the profile of the key decision makers we deal with?
27. What is the profile of the key influencers / users we deal with?
28. What is the profile of a perfect prospect? How do I find / create
more of these?
29. What do I need to do to make one more sales call per week?
“The best sales person is not the best sales person; the best sales person
is the one who knows why they’re not the best sales person and is doing
something about it.” – Mark Hunter / The Sales Hunter
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