Client Business Assessment Part 4
SALES MANAGEMENT SYSTEM
“The collecting of money in exchange for products and services when a person is present.”
Email address
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Name
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What is your best selling product or service? How many do you sell per month?
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What is the page/url to view your sales page?
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How are you currently selling/what's your preferred sales tool: Discovery Sessions, Needs Discovery Meetings (B to B), Proposals/Engagement Letters, RFPs (government), Webinars, Email, Sales Pages, Live or Virtual Events, DMs, Automated Bots?
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Have you been able to successfully sell your products and services (at every investment) on the phone, via webinar and in person?
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Have you been able to successfully sell your products and services at live events?
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Have you been able to successfully enroll new clients via proposals and engagement letters?
Do you have a sales script that you use to ensure that you use an effective process to conduct sales conversations?
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Have you learned how to make an offer from the stage? Does the process you learned work consistently to convert new clients?
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If you currently use webinars to sell, how long are they typically? What percentage show up? Stay through your offer?
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Are you webinars free or paid? Why or why not?
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What's the biggest known gap in your sales process?
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What do you have in your sales pipeline right now?
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Is it on par with your goals?
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What's the biggest trend you notice with your recent sales activity?
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How much activity/prospects do you need in your sales pipeline to achieve your goals?
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What is you current capacity to bring on new clients? Realistically, how many new clients would you handle right now?
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Do you have a system or software that you use to keep track of your pipeline?
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What is your DAILY sales goal? What do you have in place to tell you how close or not you are to achieving it?
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What is your MONTHLY goal? What do you have in place to tell you how close or not you are to achieving it?
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What is your QUARTERLY goal? What do you have in place to tell you how close or not you are to achieving it?
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What is your YEARLY goal? What do you have in place to tell you how close or not you are to achieving it?
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If you have never set a sales goal, what is the goal you'd set daily, weekly and monthly if you started to set sales goals?
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In order for you to do $100K/$250K, $500K or $1M per month, what would you have to sell monthly?
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What percentage of your clients pay in full for your services?
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How many of the following do you have right now? a. Suspects – people who may be interested in your services?
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b. Prospects – those who are close to making a buying decision and see you as a possible solution?
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c. Customers/Clients?
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d. Loyal Clients/Customers?
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e. Former Clients?
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What are your sales per employee? Is that above, below, or equal to your industry average and what are the steps you are taking (or going to take) to improve it?
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What joint venture or strategic alliances does the company have in place?
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Do you have a process for qualifying leads up front?
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What do you offer to engage new prospects and get them into your sales cycle for your products and services?
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Do you have a sales process that helps you to know where a prospect is in the decision making process?
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Do you have a set of offers that allow customers to see the value you bring to the table for the problems you solve?
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Do you use telemarketing for research, lead generation, sales or any other reason?
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What are the most frequently stated objections? Do you have an effective response to these objections?
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Do you use Point-Of-Sale Promotions? If yes please explain.
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What is the sales process after a lead is generated that leads to closing the sale?
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How many appointments are set or applications received/registrations per day/week/month?
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How often do you follow-up with prospects? Every day/week/month/year?
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When you launch each month if you're not on a. evergreen launch calendar, how many days is your cart open?
How much time do you spend each day in business development mode?
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Do you have a team member whose sole responsibility is business development?
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Do you have a sales team? What percentage of commission do they earn? Are they hitting your sales goals?
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How many proposals/sales calls are delivered/held to/with prospects each week? If you don't do sales calls, how many applications are approved each week?
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What is your sales closing ratio? If you target 10 prospects, how many will you close?
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What do you do with the prospects you don’t close?
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What is your step-by-step process for follow-up with a client after they buy?
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Do you have a referral program in place?
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What compensation and incentive plans are currently in place for your team members to help with sales?
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What are the sales stick strategies you employ that work and don’t work?
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How long do you keep a prospect in your pipeline?
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What is the follow up process that works for you? Are you using it consistently? What have been your results?
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Are you comfortable teaching value content and then transitioning to an enrollment conversation during sales opportunities (on stage, in person, over the phone)?
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Have you identified your most profitable revenue stream that if you focused you could effortlessly hit your next money milestone? What is it? Include your profit margin
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Do you have a premium priced/superb offer ($3k-$9.9K), mid-ticket priced/signature offer ($10k-29.9k) and high ticket/select offer ($30k+) to invite your prospects to invest in themselves through?
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What have you learned about your sales and sales processes that need to be addressed ASAP
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