29 Sales Territory Questions

By Mark Hunter “The Sales Hunter”

imagesTake 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.

  1. What is it I really like about my clients?
  2. What is the number one thing I don’t like about my clients?
  3. What is it my clients would say they really like and appreciate about me?
  4. What is it my clients say they like about my competitors?
  5. Would my clients say I am, or am not, a valuable asset to them and why?
  6. Do I really know what the objectives are of my clients and my prospects?
  7. When clients leave me, do I 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 clients?
  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?

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