Selling is an art as well as a science. And, fortunately, the selling process is learnable. It doesn’t matter how well you have performed in the past. You can learn how to achieve your sales goals by mastering the following critical success factors: (Give yourself a grade of 1 to 10 in each category.)
A score of 10 means you are fully occupied, every hour of every day and that you have so many prospects you can’t take on even one more. You probably have an appointments secretary who keeps a backlog of people who are eager to talk to and buy from you.
A score of 10 in this area means you are a positive, cheerful, high-energy individual with a warm, empathetic personality and that you get along wonderfully with almost everyone you meet.
A score of 10 would mean you have a series of careful questions, from the general to the particular, which you go through one by one to clearly ascertain whether a prospect needs the product or service you are selling. At the end of your questioning process, it is abundantly clear to both the prospect and yourself that the prospect can use, benefit and pay for what you are selling.