Click here to download a Word copy of a Business X-Ray:
NOTE: If a network password message occurs, just click CANCEL.
CONGRATULATIONS!
Click here to download a Word copy of a Business X-Ray:
NOTE: If a network password message occurs, just click CANCEL.
CONGRATULATIONS!
By you using the X-Rays to grow your business, you will...
Increase your INCOME!
DECREASE the number of HOURS you work!
Increase the amount of work you get done!
Work with higher QUALITY individuals!
Work with top professionals FASTER!
Get more done in less time!
Have better balance in life!
Please Do The Following For Best Results:
1. Complete pages 4 and 5. (multiple-choice questions)
2. Make sure we can read your e-mail address and e-mail address of sponsor (if applicable).
3. Use most current version of interview.
4. Fax over your business card along with that of sponsor (if applicable).
5. Make sure all information is easily readable.
6. Complete as much of page 6 as possible.
Note: If you plan on using ActionVision or placing the individual you sponsor on ActionVision, complete the full X-Ray (request further information from your certified consultant). Please make sure you are using version 6.03 or higher. For most current version, go to:
http://www.synergysolutions.net/NewFiles/B1c-business.html
ActionVision Business "X-Ray"
version 6.80dPlease attach your BUSINESS CARD & fax completed X-Ray to analysis center: (630)393-9901
Interview Date: ___, ___/___/____ Time: ___:___ Amount: $_______ S&H: $______ Total: $________
Name: ______________________________ Bill To: p Referred, p Sponsored, p Certified Consultant, ___________
E-mail: _____________________________ Name: _________________________________
Company: ____________________________ Company: _______________________________
Work Phone: (_____)_____-______ ext.____ Address: ________________________________
Fax: (_____)_____-______ City: ___________________________________
____________________________________ State: _____ Zip: _____________
* - Business * - Home Address Good to have p Check will be sent.
____________________, ___ ___________ p Credit Card Number: _______________________
Home Phone: (_______)_______-________ Billing address: _____________________________
Pager: (_______)_______-________ Exp. Date: __/__ _________________________
Interviewee Sponsor (signature & attach your business card.)
p Send via [ ]-Post Office-Priority, p Pick-up, p Deliver p Send via [ ]-Post Office-Priority, p Pick-up, p Deliver
[ ]UPS, [ ]-FedEx ( )-2 day, ( )-next day [ ]UPS, [ ]-FedEx ( )-2 day, ( )-next day
p Send client to client, p sponsor to sponsor, // p Send client and sponsors copy to sponsor for sponsor to give out.
p Use clients #: ____________________________________ [ ]UPS, [ ]-FedEx ( )-2 day, ( )-next day
This business evaluation\ "X-Ray" has been designed to provide your certified consultant with enough basic information to conduct an analysis of your current business and provide you with a snapshot of the overall health of your business and your potential for the next twelve months. This evaluation will also assist you in identifying key areas where a minimal amount of effort can give you the best return on your investment of time and money. It will help you to increase your income and decrease the number of hours you need to work!
While this evaluation is a good tool, it is not to be used as a replacement for a knowledgeable consultant who can fine tune and factor in other areas that are difficult to measure by a limited, written evaluation model. For best results, review all information and analysis with a certified ActionVision consultant.
All your "professional" referral sources (accountant, financial planner, attorney, insurance agent, doctor, Realtor, etc.) have the capacity to refer business to you on a consistent basis. If you do not have any professional referral sources, you may skip the first 9 questions on page 3. Past and current clients do refer business to you but are not considered to be referral sources during this business evaluation.
For the purposes of this business evaluation, we will refer to your top professional referral sources as "A's." (Ideally the "A's" should be 15% of your total referral sources.) Your "B" referral sources will be the next level. (Ideally you should have twice as many "B's" as "A's.") The remainder of your referral sources are your "C's." (Ideally you should have twice as many "C's" as "B's.")
A prospect is anyone who has expressed interest in your product or service and has provided you with his or her name and phone number. NOTE: Only pages 3 and 4 are required; however, completing all other pages will greatly assist your ActionVision consultant in providing you with the best and most accurate analysis.
Analysis Center Use Only:
Presented By: ______________________ Certification Number: ___________
X-Ray Developed By: ______________________ Certification Number: ___________
Analysis Completed By: ______________________ Certification Number: ___________
Date X-Ray given: ___/___; Completed (pg 1-5): ___/___, totally: ___/___; Submitted: ___/___ ___:____ am/pm
Consultant requested Date: ___/___, X-Ray sent: ___/___; Reviewed: ___/___, Next Action Faxed: ___/___
[ ]-12/sales contact: ___/___, [ ]-12/RDS: ___/___, ActionVision interview date: ___/___;
ActionVision plan submitted: ___/___, ActionVision plan completed: ___/___; Monthly reviews started: ___/___
Monthly AV reviews will be completed by: ______________________ Phone (____)_____-______ Cert. #: ________________
Monthly Contact: Jan:___, Feb:___, Mar:___, Apr:___, May:___, Jun:___, Jul:___, Aug:___, Sep:___, Oct:___, Nov:___, Dec:___
Completed By: ______, ______, ______, ______, ______, ______, ______, ______, ______, ______, ______, ______
Client Would Like Completed By: ___/___/____ Interview Date: ____, ___/___ Time: ____:____
Name: _____________________
PLEASE CIRCLE THE BEST CHOICE
1) To how many "A" professional referral sources do you bring added value services and/or products on a monthly basis?
A) 5 to 20 individuals.
B) More than 20.
C) Zero to 4 or "What are added value services?"
2) About how many of your top professional referral sources do you know the following key information: the percentage of their total business you receive now, who your biggest competitors are, why your competitors get their business, what their business goals are during the next twelve months and how you will help them reach those goals?
A) Most or all.
B) Some.
C) None.
3) How often do you personally visit your "A" professional referral sources and ask, "Can I help you in any area of your business?" and/ or "Can you give me the names of several individuals with whom you are currently working that I might be able to assist?"
A) Weekly, and I ask for referrals nearly every visit.
B) As often as possible and some of the time I ask for referrals.
C) Not very often, and they know I need referrals so I do not ask.
4) How often do you phone your "A" professional referral sources?
A) Very often.
B) Probably not as often as I should.
C) Not very often, and I am inconsistent.
5) How often do you phone your "B" professional referral sources?
A) Very often.
B) Probably not as often as I should.
C) Not very often, and I am inconsistent.
6) When you phone your "A" and "B" professional referral sources, do you ask them how you can help them increase their business and ask for referrals?
A) Very often.
B) Probably not as often as I should.
C) Not very often, and I am inconsistent.
7) Your consistent, direct mailings to your "A", "B", and "C" referral sources are designed to:
A) Build a relationship with your referral sources.
B) Market yourself and your products.
C) What consistent marketing efforts?
8) How consistent are your marketing efforts to your "A", "B", and "C" referral sources?
A) Monthly; they always happen.
B) Quarterly; they happen most of the time.
C) I might get something out a few times each year if I am lucky.
9) Do all of your marketing efforts invite your "A", "B", and "C" referral sources to respond? Do they respond?
A) All the time and some will respond.
B) Some of the time and/or a few will respond
yearly.
C) Respond to what?
10) If you meet with your clients face to face, do you ask for and receive referrals?
A) I ask all the time, and sometimes I get referrals.
B) I sometimes ask for referrals but often do not get them.
C) I do not ask for referrals.
11) How do you schedule your appointments?
A) I try to schedule clients' appointments around my business schedule (two weeks in advance).
B) I schedule my clients when it fits into their schedule.
C) I really struggle with time management.
12) Do you know enough about your clients to determine if they could be turned into "professional" referral sources?
A) I regularly seek to turn a client into a "professional" referral source.
B) Once in a while this will happen.
C) I have never really pursued this.
13) When you make a phone call to your clients to give them an update, do you consistently ask them for referrals from specific groups with whom they are acquainted?
A) I regularly do this.
B) I could do better at this.
C) I really do not do this very often.
14) Do you regularly call past clients to see how things are going and to see if they need any further assistance?
A) I regularly do this.
B) I could do better at this.
C) I really do not do this very often.
15) Do you have a regularly scheduled time each week for past client contact?
A) I regularly do this.
B) I get to this when I can.
C) I have great intentions, but....
16) On a regular basis, do you send marketing to your current and past clients to build those relationships? (It does not count if you only talk about your company or industry.)
A) I actively use relationship marketing.
B) I send items, but I do not feel they build relationships.
C) What is relationship marketing?
17) How consistent are your marketing efforts to your current and past clients?
A) I do a great job in this area.
B) I need to do better.
C) I consistently fall short in this area.
18) How successful are your direct mailing efforts in having your current and past clients refer additional business to you?
A) Very successful.
B) I am getting some response.
C) I am getting very little results.
19) If you had one hundred leads, do you have systems in place which identify and follow up on the top ten leads first?
A) Yes, I have very strong systems in place.
B) I could use some improvement in this area.
C) I would try to keep up with all the leads equally.
20) If you meet with ten prospects in-person, how many will turn into customers?
A) 7 to 10.
B) 4 to 6.
C) Less than 4.
21) If you meet with ten prospects in-person, how many of them will give you additional leads?
A) 8 or more.
B) 5 to 7.
C) Less than 5.
Please think of the most aggressive person and the least aggressive person you know. From 1 to 10 (10 = most aggressive), how would you rate yourself? ____
Please think of the most task-oriented person and the most people- oriented person you know. From 1 to 10 (10 = most task, 1 = most people), how would you rate yourself? ____
22) How consistently do you follow up on your leads over the phone, and is your follow-up tied to their decision-making/sales cycle?
A) I am very consistent.
B) I need to improve in this area.
C) I am really weak in this area.
23) If you had ten prospects with whom you were following up by phone, on average, how many of those would you turn into clients?
A) 6 to 10.
B) 2 to 5.
C) Less than 2.
24) If you were following up with ten prospects by phone over a two-month period of time, how many additional leads would you generate from them?
A) 8 or more.
B) 4 to 7.
C) Less than 4.
25) If you had ten prospects that did not buy from you immediately, how often would you send them mailings?
A) At least monthly for twelve or more months.
B) I would send them information initially and then
periodically.
C) I probably would not send them anything.
26) If you send marketing materials to your prospects regularly, do those mailings cause them to refer others to you?
A) Yes; I try to build relationships through my marketing.
B) Sometimes; I try to sell or inform through my marketing.
C) I do not send them anything on a regular basis.
27) If you send your prospects marketing materials on a regular basis, does it cause them to take action and/or refer additional business to you?
A) Yes.
B) I am not sure.
C) I do not continue to send prospects anything on a regular basis.
Please rate in order from 1 to 4 (with 1 being first) which of the following would cause you the most frustration & which shape you like the most.
___a. * ___ A. Things not being accurate or
done incorrectly.
___b. ___ B. Things being out of control.
___c. * ___ C. Things not being fun or exciting.
___d. ___ D. Conflict with others.
Your birth order: _________________________________
Other Business Information
Please fill in as much as possible. The more information you provide, the more accurate your personalized X-Ray will be.
A. What are your income goals for the next twelve months? Minimum: $________ WOW goal: $________
B. 1. Sales Closing Ratio: ______ % G:______ % U:______ % 2. Final Closing Ratio: ______ % G:______ % U:______ %
(If you had ten leads how many transactions would you write?) (If you wrote ten transactions, how many would close?)
(lead = If you receive their name or phone number.) 3. How much is your time worth per hour? $_________/hr 4.Percent of time in most $ productive activity: ____%
C. Average Transaction Size: ________ Your Average Commission Per Transaction: $ _________
D. Balancing Life Questions
1. What would be your biggest challenge in increasing your business by 25% to 50%, or in getting to your "WOW" goal, and maintaining the best balance in every area of your life?
2. On average, how many hours per week do you currently work? (please circle)
Less than 10, 15, 20, 25, 30, 35, 40, 45, 50, 55, 60, 65, more than 65
3. How many hours would you like to be working to maintain the best balance in every area of your life?
Less than 10, 15, 20, 25, 30, 35, 40, 45, 50, 55, 60, 65, more than 65
4. Please rate (1 to 10, with 10 being greatest) your level of interest in having tools available to you that could help your business grow by 25% to 50% and reduce your work week by 10 to 15 hours by putting systems in place that work when you are not working. 1 2 3 4 5 6 7 8 9 10
5. When do you plan to implement systems to build a more efficient business? A. [ ] Immediately, B. [ ] 1-2 months, C. [ ] Other ______
6. If you had an extra 10 to 15 hours per week and earned $50,000 to $150,000 more in income, what would you do with that extra time and money?
7. A. Married: Y/N __________, B. Children: (Names & ages)
C. One thing that would improve your marriage. Your relationship with your children.
E. Client/Prospect Information: (How many sales consultants are employed by your company?______)
1. Number of past clients: _______ Are their addresses and phone numbers current? [ ] Yes, [ ] No
13% x _____ (past clients) = ______ (deals possible) x _______ ($ per transaction) = $________/yr in potential. Lost $_________ over ___ yrs.
2. New prospects monthly: _____ Number of current clients: _____, current prospects: _____, new prospects in the last: 6/mo.___,
3. If you do not know their address and phone number, could you get that information? [ ] Yes, [ ] No
4. Are they on a database? [ ]-Yes, [ ]-No Name of software you are using: ________________________
5. How often do you contact your database by mail and phone? Mail: ______ wk./mo./yr. Phone: _____ wk./mo./yr.
6. Does every prospect get entered into a database immediately? [ ]-Yes, [ ]-No, [ ]-Most of the time
7. How often do you contact every prospect by mail ___/ and phone___/ ? 8. Where do most of your leads come from?
9. On average, what percentage of your total available business are you receiving from your clients? _______%
10. How much money have you invested into your business in the last:3/mo.________, 6/mo.________, 12/mo.________
11. Do you have a written business plan? Yes/No (Reviewed: ___/wk,mo,yr) Interest in developing written plan. ____ (1-10, 10-best)
Dollars you believe need to be invested to achieve WOW income goal working the hours you want to? $_______/start $______/mo Time: __/wk
12. Rate the following: (1-10, 10-most, current/would like) A. Stress: __/__, B. Life Balance: __/__, C. Family: __/__, D. Personal Time: __/__
For Work: E.Personal discipline:__/__, F.Consistency:__/__, G.Passion for success:__/__, H.Willingness to invest $ into yourself:__/__
I. Push yourself: __/__, J. Achieving your full potential: __/__, K. Spiritual: __/__-would you like input: Y/N, L: Motivation: __/__
M. Marriage: __/__, __/__, N. Relationship with Children: __/__, O. Self-confidence: __/__, P. Self-esteem: __/__, Q. Self-worth: __/__
As it relates to achieving your full potential: J1. Passion: ___, J2. Proper knowledge: ___, J3. Actions: ___, J4. Self discipline: ___
R. Time management: __/__, S. Organization: __/__, T. Focus: __/__, U. Follow-through: __/__, V. Do not Procrastinate: __/__,
W. Handle details well: __/__, X. Control situations well: __/__, Y: Excite others: __/__, Z. Sensitive to feelings of others: __/__
aa.Setting goals: __/__, ab. Proper prioritization: __/__, ac. Control emotions: __/__, ad. Control over feelings: __/__
ae. Positive attitude: __/__, af. Proper confrontation: __/__, ag. Positive thinking: __/__ ah. Negative guilt: __/__, ai. Patience: __/__
aj. Financial plan: __/__, ak. Money management: __/__, al. Enjoy current position: __/__, am. Company support: __/__
13. How much do you spend yearly: Advertising: ________, Yellow pages: ________, Mailings: ________, Other: _________
F. Key Business Information: (The more information you provide, the more accurate the X-Ray.)
Profit/Income Sales/Volume Avg. Hrs./Wk. $ in Business Total Accounts __________ __________
1998 - $__________ $__________ __________ $/%_______ __________ __________ __________
1999 - $__________ $__________ __________ $/%_______ __________ __________ __________
2000 - $__________ $__________ __________ $/%_______ __________ __________ __________
2001 - $__________ $__________ __________ $/%_______ __________ __________ __________
G. Professional Referral Information: (Realtors, financial planners, accountants, attorneys, doctors, insurance agents, builders, etc.)
Referral Sources: A:____, ___ B:____, ___ C:____, ___ Average # sales per month per "A" referral ______ / (SC%______% = _____,
Leads per month per referral ____ x $/trans._________ = _____ (available $), (available $)______ x 15%. = _________/mo to build referral business.
Referral sources on a database? [ ] Yes, [ ] No SC%=Sales closing ratio Money Lost: $________ over ____ yrs
[ ]-clients, [ ]-Referral Source: Earn: A:__________, B:__________, C:__________ Invest: A:__________, B:__________, C:__________
Note: Please use reverse side of this page for any additional information about your business that you would like to share.
H. Career Advancement Questions.
1. What is really important to you about your career?
2. What do you like most about your current position? Company? Supervisor? Co-workers?
3. What do you like least about your current position? Company? Supervisor? Co-workers?
4. What would be your biggest concern in taking another position at this time?
5. What is the greatest strength within your company?
6. What is the greatest weakness within your company?
7. How would you say a boss or company could really make you happy?
8. How could a new company make a transition from your current position to a new position easy and enjoyable for you?
I. If in Sales:
1. Where do you get most of your business from now? Please be detailed:
A. __%-Past client, B. __%-Referral sources, C. __%
2. How much money do you believe you're losing now every year by staying at your current company?
3. What is your full compensation package?
4. If you were the president of a company trying to hire you what would you do to hire you?
Additional Business Questions
Name: ______________________
1. Please think six months into the future. How will you know that the business planning system you are using has been successful?
2. List one to three areas in which you feel immediate assistance will help you reach your dreams.
3. What is your greatest strength? Please list one way you believe you can more effectively use that strength.
4. What is your greatest weakness? Please list the main way this weakness hurts your ability to reach your dreams.
5. What do you enjoy most about what you do professionally?
6. What do you like least about what you do professionally?
7. What do you believe we can do for you in the next sixty days that would make you say, "WOW! This professional/business development system has been great!"
8. If you could be on the ideal professional team, what characteristics would that team possess, and what would you like your role to be?
9. Over the last few years, what has worked well for you in business? List several things you did in the past but are no longer doing. List one thing you think would make the most difference with the least effort.
10. Average number of leads (names and phone numbers) you receive each week: ______/week
11. Do you have turnkey systems for the following?
New Leads: Y/N-Generating, Y/N-Phone follow-up, Y/N-Mail follow-up, Y/N-Ongoing follow-up
Current/past clients: Y/N-Generating new leads, Y/N-Phone follow-up, Y/N-Mail follow-up, Y/N-Ongoing follow-up
Professional referral sources: Y/N-Generating, Y/N-Phone follow-up, Y/N-Mail follow-up, Y/N-Ongoing follow-up
12. Please tell us a little about your current position and company and your greatest contribution to the company.
Personal Questions
Name: ___________________________
The X-Ray is designed to consider all aspects of an individual's life and help the individual implement systems that work even when the individual is not working. By implementing the best systems, you can improve the balance in every area of your life.
Marital Status: _______
If married, years married: _____, Spouse's name: ____________________
Children's Names/ Ages: ____________, ____; ____________, ____; ____________, ____;
____________, ____; ____________, ____; ____________, ____.
1. What are three specific personal actions you would like to take over the next three months that you believe would improve your life? What is most important to you in life? What are your life's priorities?
2. For what do you want to be known? (What would you like to have written about you on your tombstone?)
3. List one personal relationship you would like to improve upon over the next twelve months.
4. List one thing you personally would like to improve over the next four months.
5. If you have children, what would you like to do over the next six months to improve your relationship with them?
6. If you are married, list one thing your spouse would really appreciate on a regular basis that would improve your relationship.
7. What would you like to be doing in five years?
8. In looking at the most important, most valuable relationship you have, list one or two things you did in that relationship that you are not currently doing.
Advanced Personality Testing
With the advanced personality testing, we will "fine tune" the testing and help you identify your primary and secondary personality style. You have 3 items (* or *) to check in either A or B, C or D. (ALWAYS check THREE FOR EACH QUESTION!) Based on the degree to which you feel a certain way, please check the correct number of A-'s, B's, C's, and D's. The stronger you feel about "A," the more checks you give to it. (Example: #1. A-1 check B-2 checks : You feel you tend to move more slowly and deliberately, but not 100% of the time. If a statement is 100% true for you, it should have 3 checks.)
Assertiveness
| 1. Do you tend to (A) move more slowly and deliberately, or (B) do you tend to move more rapidly? | A— B— |
| 2. Do you tend to (A) speak more slowly and softly, or do you (B) tend to speak more quickly, more intensely, and often more loudly? | A— B— |
| 3. Do you tend to (A) lean backward, even when making a request or stating an opinion or do you (B) tend to sit upright or lean forward, especially to make a request or state an opinion? | A— B— |
| 4. Do you tend to be (A) tentative and less forceful in expressing opinions, making requests, and giving directions or (B) more emphatic? | A— B— |
| 5. Do you tend to be (A) less confrontive or (B) more confrontive? | A— B— |
| 6. Would you tend to (A) let others take initiative, or would you (B) tend to take the initiative yourself? | A— B— |
| 7. Would you be more likely to (A) request people to do things or (B) tell people what needs to be done? | A— B— |
| 8. Do you (A) make decisions more slowly or (B) more quickly? | A— B— |
| 9. Do you tend to be (A) less risk oriented or (B) more risk oriented? | A— B— |
| 10. Do you exert (A) less pressure for decisions or (B) more pressure for decisions? | A— B— |
| 11. Do you have (A) less intense and less consistent eye contact, or (B) more intense and more consistent eye contact? | A— B— |
| Total A's - Total B's = Final Score------------------------------------------- |
Responsiveness
| 1. Do you tend to (C) limit your use of gestures, or (D) do you tend to gesture more frequently? | C— D— |
| 2. Do you tend to (C) move more rigidly, or (D) do you tend to move more freely? | C— D— |
| 3. Do you tend to (C) have less facial expressiveness or (D) do you tend to have more facial expressiveness? | C— D— |
| 4. Do others see you as being (C) more serious or (D) more playful? | C— D— |
| 5. Do others see you as being (C) more reserved, or (D) are you seen as more outgoing? | C— D— |
| 6. Do you prefer to be (C) more formal/structured in your life or (D) less formal/structured? | C— D— |
| 7. Do you tend to be (C) more controlled in your expression of feeling, or (D) are you more free and less guarded in your expression |
C— D— |
| 8. Do you (C) focus more on facts, or (D) do you focus more on feelings? | C— D— |
| 9. Do you (C) appear more task oriented, or (D) do you appear more people oriented? |
C— D— |
| 10. Do you (C) tend to be less interested in small talk, anecdotes and jokes, or (D) do you tend to be more interested in these things? | C— D— |
| 11. Do you (C) make decisions based largely on facts, or (D) do you allow your feelings to have a greater influence on decision making? | C— D— |
| 12. Do you (C) demonstrate more discipline in your use of time, or (D) do you demonstrate less discipline in your use of time? | C— D— |
| 13. If you were in a supervisory position, would you (C) supervise in a task oriented manner, or (D) do you supervise in a more personal manner? |
C— D— |
| Totals: Total C's - Total D's = Final Score------------------------------------------- |
Additional Ways To Use Business X-Rays
Many business professionals have or desire to have strong referral sources in place. It is like having your own personal sales force to assist you in building your business. Many professionals have used the Business X-Ray to bring added value to other professionals with whom they currently are working or with whom they would like to develop a relationship.
It can be a very economical way to help a professional referral source build their business while building your own personal business. It is important to remember that if you can assist each of your professional referral sources to effectively increase their business by 50%, your business will also have the opportunity to grow by 50%. The following is one type of phone or in-person script to consider using as you develop business with referral sources.
The Business X-Ray will work for any entrepreneur in any industry. Accountants, salespeople, financial planners, attorneys, insurance agents, Realtors, mortgage brokers, and small business owners will all benefit by utilizing the Business X-Ray.
Script #1 - To get an appointment:
"Hi! My name is ________________, and I do business a little differently than others in my industry. I work with ten to fifteen top professional referral sources to help them increase their business by 25 to 50% and decrease the number of hours they work by 10 to 15 per week. The way I do this is by implementing systems that will cause your business to grow even when you are not at work. Would you like to set up a 20-minute appointment to see if you qualify to participate?"
Script #2 - Easy 10 second script
"I have found that the best way to really know if I can assist an individual in increasing their income and lowering the number of hours they work is to ask a few questions. Would that be OK?
To explain the Business X-Ray:
"The Business X-Ray will analyze many different aspects of your business and will provide color graphics showing where your business' strengths and weaknesses lie. It will highlight areas that could be greatly enhanced by systems that will save you a great deal of time. There are also 30 pages of instructions and materials that provide insight and direction on how to increase your income and decrease the number of hours you are working on a weekly basis.
Once you complete an X-Ray: "What are the names of two other professionals that you know who would be interested in increasing their income and decreasing the number of hours they work?"
Calling referred individuals: "__________ gave me your name and said that you were an individual he/ she thought might be interested in decreasing the number of hours you work and increasing your income (use above script)."
If the above scripts do not seem to work for you, please contact your certified ActionVision consultant to assist you in modifying the script to meet your specific needs. Generally speaking, you should set a goal to obtain six to eight leads for every X-Ray you complete. It is VERY IMPORTANT to call all those you sponsor each and every week and ask how they are doing on a specific area of their business based on the X-Ray you completed for them.
The following is the recommended script and frequency for completing follow-up X-Rays. A: 4/yr, B: 2/yr, C: 1/yr.
Weekly follow-up call: "Hi, _____________. I just wanted to follow-up on the X-Ray and see how you were doing in the area of _________________________. Here are a couple of ideas I had for improvement in those areas (outline ideas). What are the names of two or three people who I might assist in (specific area)?"
For renewal call: "Hi, _____________. It's been ___ months since you last did a Business X-Ray, and I wanted to get another one done to see how much the health of your business has improved since the last time we did one." If they say nothing has changed, then say: "Well, we need to do something about that, don't we? Let's do another one and then make sure we take action on the recommended steps this time."
Professional X-Ray Letter / E-mail
Dear professional,
What is your current business plan (or lack thereof) costing your business? Whether they have a plan or not, many professionals today fear increasing their income because they believe that they will have to work more hours to make more money.
Experience has shown me that the most successful entrepreneurs have found that they need to implement sales, marketing, and lead-generating systems as well as a solidly written business plan to help them grow their business even when they are not working at it. They have experienced success because they have found how to increase their income and decrease the number of hours they are working every week.
I have contracted with a professional consulting company to help me grow my business. Their teams are assisting me in developing and implementing systems to increase my income and decrease the number of hours I work each week. I am working with them to identify ten to fifteen successful professionals who understand the value of implementing powerful sales and marketing systems in their businesses. I have identified you as one of those individuals.
Please call today if you are interested in investing fifteen minutes to determine if you qualify to participate in these programs. I will only be offering these systems to an exclusive group of individuals. If you are not interested, I would appreciate a call so I can make this opportunity available to another professional.
The first step in the process is for you to complete a Business X-Ray. The X-Ray will identify the strengths and weaknesses of your business and determine if the sales, marketing, and lead-generating systems I have created would assist you by increasing your income and decreasing the number of hours you work. Normally, the consulting company charges $395 for the X-Ray, but for those who will consider working with me, there is no charge. Even if we do not develop a business relationship, the X-Ray and analysis will be of great value to you and your business. The Business X-Ray interview will take fifteen minutes and can be done in person or over the phone.
After the X-Ray is completed (provided you qualify and are interested in implementing these turnkey business development systems), we will set up a one-hour initial interview and meet fifteen minutes a month. On average, I expect to increase the incomes of those who implement the systems by 25% to 50% and decrease the number of hours they are working by at least ten per week.
Call me today to schedule our short phone X-Ray interview!
Sincerely,
For additional online information, go to:
X-Ray Information: http://www.synergysolutions.net/NewFiles/B1-xray.html
Success letters: http://www.synergysolutions.net/NewFiles/cbalance.html#Anchor-Roger-44867
http://www.synergysolutions.net/NewFiles/assoc2.html#Anchor-Forrest-49575
http://www.synergysolutions.net/NewFiles/cust-ac.html#Anchor-Tom-21683
Newspaper Advertising
for developing leads for a turnkey referral development system
Having a turnkey professional development system in place will assist you in growing your business in very exciting ways. By using the Business, Management, and Effectiveness X-Rays to bring added value to targeted referral sources, you will determine very quickly which professionals will be a good match for you.
A good professional referral can be worth $25,000 to over $100,000 in extra yearly income. If you only had five other professionals with whom you worked, that could increase your income by 25% to over 100%. Create your own personal sales force by using the X-Rays to bring added value to each of your professional referral sources. As you assist them in increasing their income and decreasing the number of hours they work, they will help you grow your business.
If you have a great turnkey professional referral development system in place, it will usually take three to six months to develop a strong professional referral source. One way to do this would be to place an ad in a newspaper, professional trade publication, or magazine. This ad will help to draw in leads for other professionals who might be interested in working with you to develop both of your businesses together.
The following are some ideas to get started with an ad:
NA01.
Are you in sales or do you own your own company? Would you like to implement systems with other professionals that will help you earn more money and work fewer hours? Call me today for a FREE business X-Ray. 000-000-0000
NA02.
How healthy is your business? Would you like to team up with other professionals to share leads and successes? Call me today for a FREE business X-Ray. 000-000-0000
NA03.
Is your business living up to its full potential?
Call me today for a FREE business X-Ray.
000-000-0000
NA04.
What are the solutions to the biggest challenges in your business today? I may be able to share my leads with you if you are able to share your business leads with me. Call me today to determine if our business leads will complement one another. 000-000-0000.
ActionVision Certified Consultant's Notes
(To be completed by ActionVision certified consultant.)
Name: ____________________ Company: __________________ Phone:(____)____-______
1. Why has this individual been so successful?
2. What is their WOW goal, and what is the biggest challenge they currently are facing to achieve it?
3. Recommended action to create greatest results with least effort:
4. Recommended strategies to help individual achieve desired hours: Current:___, Goal:___
5. Recommended strategies to help individual spend more time with family or have more personal time:
Current:___, Goal:___
6. Recommended strategies to assist individual in increasing sales closing ratio:
Current:___, Goal:___
7. Please rate these systems in order of importance to assist the client in taking their business to the next level:
___(Please start with 1 being the most valuable.)/ ---___(From 1-10 w/ 10 as the most, how much would you like to be pushed?)
___/__ Research results ___/__ Lead follow-up system ___/__ Past client turnkey marketing system
___/__ Marketing system ___/__ Lead-generating system ___/__ Time-management system
___/__ Business-planning system ___/__ Professional referral system ___/__ Database-management system
___/__ Life-balancing system ___/__ Relationship marketing system ___/__ Assistant effectiveness system
8. Please rate recommended information to be sent to individual about other products or services which might assist him in reaching his WOW goals (1 = most valuable):
___ X-Rays ___ ActionVision ___ Mind2 ___ Achievement Plus ___ Life Masteries
___ Daily Masteries ___ MaxSys ___ M.V.P ___ Turnkey Mailing ___ Student Life Management
___ Phone Training ___ Business Mentoring ___ Sales Training ___ Phone Sales Training
9. Names of two other individuals who might benefit from analysis of business X-Ray:
Name: Company: Pager Number: Phone Number:
______________________ _____________________ (____)____-_____ (____)____-_____
______________________ _____________________ (____)____-_____ (____)____-_____
______________________ _____________________ (____)____-_____ (____)____-_____
Questions to develop Advanced ActionVision Plan
Name of client: __________________ Certified Consultant: ___________________ Cert #:_______
Today's date: ___/___/____ Month to start plan: ________
IMPORTANT NOTE: The more information your certified consultant has, the better, stronger, more efficient, and more effective plan they will be able to build for you. Please complete as many of the following questions as possible. After you complete the following, please circle the five actions or areas that would mean the most for you to complete.
1. What are three to four specific actions in any area of your life you would like to take or improve upon?
2. In your most important relationship, what are one or two things you would like to do to improve that relationship? What are one or two things that person would really like you to start to do or improve upon?
3. What are the most important things you currently do in your career that you would like to continue to do?
4. What are two or three successful things you have done in the past that you would like to start doing again? What are two things that you've seen others do that create success for them that you would like to start to do?
5. What are your two greatest weaknesses? What are two specific actions that could be taken to help you overcome those weaknesses?
6. What are two things you could do to help you achieve your full potential?
7. What are three specific actions that generate the most income for you?
8. What are the three greatest time-wasters in your life, and what actions could you take to eliminate those?
9. If you have children, what are two or three things you would like to do to improve your relationship with them and help them grow?
10. What are two actions that you would like to take to improve your relationships with family members or close friends?
11. Are there any other specific goals or actions that you would like to do that would make you feel better about yourself? Have more fun? Reduce the stress in your life? Have a more balanced life? Better accomplish your life goals and dreams, etc.?
12. Please make a list of ten of the most important actions you need to take in your career that will create the most success for you with the least amount of effort.
13. What are the two greatest specific actions you could take over the next twelve months that would help you reduce the number of hours you work and increase your income?
14. Are there any other areas of your life that have not been covered in this X-Ray or specific actions in any area of your life that you would like to add to your plan?
Note to Certified Consultant: Please e-mail or fax completed X-Ray with the top 20 actions identified in the three to five major areas of one's life. Please make sure the all actions are measurable and properly quantified. Please use ActionVision menu if possible and include all appropriate AV codes. www.synergysolutions.net
Getting the most power from the X-Rays:
Account Management System
Purpose
To enable you, the professional sales executive or owner, to manage your accounts, employees, and prospects in such an effective manner that it helps significantly to increase your income and decrease the number of hours you work.
Benefits
1. Establish an organized, systematic, scientific method for getting the most from your prospects.
2. Earn more money with less effort.
3. Save time by not wasting it on low-end prospects.
4. Open top accounts faster.
5. Develop valuable relationships in less time and with less effort.
6. Take advantage of over ten years of sales, personality, and development research.
Best Use for X-Rays
1. Open new accounts 5. Attract new employees
2. Maintain current accounts 6. Obtain more business from current accounts
3. Bring value to current and new accounts 7. Improve productivity of those around you
4. Motivate current employees 8. Receive a quarterly perspective on your business
Best Results
1. Identify your A, B, and C clients, prospects, and/or professional referral sources.
2. Gather key information (see below for 5 ways to gather information).
5 Ways to Gather Information using the X-Rays:
1. No cost to you Make full copies (see copyright restrictions below) of the X-Rays, place them in a 3-ring binder, and gather, maintain, and leverage the information the X-Rays reveal to the benefit of those with whom you work, which will help you to increase your income and decrease the number of hours you work.
2. No cost to you Tell others with whom you work or would like to work the following: "I have used the Business X-Ray, and it's helping me to increase my income and decrease the number of hours I work. Normally it costs $395, but if you mention my name you can get it for only $85. I would be happy to give you suggestions and share information on some of the systems I have put in place as a result of my X-Ray if you get one completed for your business."
3. 20¢/ea. + S&H Mini X-Ray: (3x5 card stock) In some situations, you may not be able to gather all the key information on the regular X-Ray, or you may not be sure if you want to invest much time or money on a prospect. The Mini X-Ray is the perfect tool to help you gather and maintain the most important information without having to do a full X-Ray.
4. $45* + S&H You complete the X-Ray interview and do the follow-up consultation.
5. $85* + S&H Synergy completes the X-Ray interview and does the follow-up consultation.
* Normal pricing for the X-Ray interview, analysis, and follow-up consultation is $395. Special pricing is only available to those who are directly referred to Synergy; are working with an ActionVision, SAM, or LISA user; or are members of one of Synergy's partner associations or chambers.
All terms, pricing, and copyright agreements may be changed at any time. New terms will be universally enforced unless other written arrangements are made.
Copyright Notice
The structure of each X-Ray is protected with a copyright and is not to be used beyond the following guidelines without written permission. You may make copies of the X-Rays and freely use them as an account management system if you are on ActionVision and currently receiving coaching by a certified consultant, using SAM (Sales, Assistant/Management) or LISA (Leadership Initiative Sales Assistant), or are a certified consultant with an X-Ray designation.
Types of available X-Rays:
A. Business, B. Leadership, C. Effectiveness, D. Personality Maximization (in development)
Don't have enough time in your day?
Synergy's team can do your work for you
Purpose
To enable you, the professional sales executive or owner, to take advantage of all the professional contacts you have, bring them added value, and help them to increase their income and decrease the number of hours they work by using the Business X-Ray
What do we say to your contacts?
Your Synergy certified consultant may use a script similar to the following or customize the script to meet your specific needs:
"My name is Ken Marley, and the president of Synergy asked me to give you a call. We are working with (your name) to help (him/her) increase (his/her) income and decrease the number of hours (he/she) is working. This has proved to be so successful for (your name) that (he/she) has contracted with us to offer some of the same tools (he/she) is using to help you increase your income and decrease the number of hours you're working.
(Your name) has asked us to offer you the Business X-Ray. The Business X-Ray will quickly help you to identify the overall health of your business and provide suggestions on how you can increase your income and decrease the number of hours you work by implementing powerful systems that help your business to grow even when you're not working on your business. It only takes about 15 to 20 minutes to do over the phone. There is not cost to you; (your name) has said that (he/she) would like to do this for you. Is that something you would be interested in? When would be the most convenient time for you?"
Results you should expect
As a side note, you may not be totally familiar with using the system until you've done at least five X-Rays. On average, you should receive at least four leads for every Business X-Ray completed over a three- to six-month period of time. Naturally, some individuals will achieve better results, and some will not achieve such good results.
Your responsibilities
For best results, we recommend that you implement a strong follow-up system. The follow-up can be done by you, your assistant, the X-Ray follow-up program, or the SAM (Sales Assistant Management) system.
Frequently asked questions
1. "Is it a lot more expensive to have Synergy do my work for me?"
Depending on which program you use, it's normally only $40 to $65 more for Synergy to do all the work for you. That includes the initial interview as well as the follow-up consultation on the X-Ray. Note: Synergy will make three calls to try to schedule the follow-up appointment. After that, it is your responsibility to schedule a time to meet with your client.
2. "Does Synergy use this information to sell other Synergy products or services?"
Synergy has so many leads that we will not directly solicit your client to sell other products or services without a request by you to do so or a specific request from your client for additional information. This individual is your client, and we respect that relationship. If you or your client believes he/she has a challenge in their business that could be best addressed by one of Synergy's products or services, please let your Synergy certified consultant know. If you have solutions to clients' challenges that you would like to present or would like your certified consultant to present for you, please clearly communicate that to your certified consultant.
3. "Who receives the X-Ray after the interview has been completed?"
Please let your certified consultant know where you would like the X-Ray sent. In most situations, we will send it directly to your client and send you a colored copy of their X-Ray. This saves you time and usually creates the best results.
4. "What is the average turn-around time?"
Once an X-Ray is completed, it should be sent within seven business days. Normally it will be sent via the United States Postal Service (priority mail) with a tracking number. If you would like it sent via FedEx, please let us know. Additional S&H charges will apply.
NOTE: Fax page 30c (within ActionVision), or e-mail Synergy (xray@synergysolutions.net) with all contact information of professionals for whom you would like Synergy to complete an X-Ray. Please ensure that we have the correct spelling of their name, company name, address, phone and fax numbers, and e-mail address.
Generate 30 Great Prospects
immediately from every referral source
version 2.00b
Purpose
Generate $5,000 or more in sales commissions on your very first in-person meeting or your third phone call. Help all professional referral sources to see the benefit of sharing every prospect they have not converted in the last six months with you so you can help to cross-sell them.
SPECIAL NOTE: This is a perfect strategy if you’re inviting your professional referral sources to a Synergy Action Workshop seminar. If you invite 10 people, you could generate over 300 leads right at the seminar, which could be converted to $50,000 in extra commissions if you follow the strategy discussed below. The Synergy presenter will teach all of your guests why they need you to help them follow up on their leads. Sit back and enjoy the ride!
Steps
1. Get answers to at least the top 3 questions (Current work hours/hours goal, sales closing ratio, WOW income goal) and work to gather all 7 key questions.
2. Let them know you can help them achieve their full potential.
3. Show them how much money they are losing & give a taste of how you can help them achieve their WOW income goals.
4. Identify two major reasons people do business with them, and then build a cross-selling script.
5. Ask them how many of the leads they would like you to target to cross-sell them.
6. Ask them when they believe they can have their leads from the last six months compiled.
7. Schedule the next time to get together with them, or invite them to a business development seminar.
Don’t make this harder than it is. It's very simple—
you ask questions (step #1),
help them understand their need for you (step #2),
and then present them with a solution (step #3).
PLEASE MAKE SURE YOU FOLLOW EVERY STEP JUST AS IT’S LAID OUT! If this doesn’t work for you, please call your ActionVision certified consultant for assistance and coaching.
Detail to Each Step
1. Get answers to at least the top 3 questions (current work hours/hours goal, sales closing ratio, WOW income goal) and work to gather all 7 key questions.
2. Let them know you can help them achieve their full potential.
3. Show them how much money they are losing & give a taste of how you can help them achieve their WOW income goals.
4. Identify two major reasons people do business with them, and then build a cross-selling script.
5. Ask them how many of the leads they would like you to target to cross-sell them.
6. Ask them when they believe they can have their leads from the last six months compiled.
7. Schedule the next time to get together with them, or invite them to a business development seminar.
Step #1 – Ask powerful questions
Use short sales presentation to lead into asking at least 3 key questions with the intent of going after all 7.
"Hi! My name is ________________, and I do business a little differently than others in my industry. I work with twelve top professional referral sources to help them increase their income and decrease the number of hours they work. The way I do this is by implementing systems that will cause your business to grow even when you are not at work. I don’t know if my systems can help you as they have helped others, but if I could just ask you a few quick questions, I would have a much better idea if I could help you increase your income and decrease the number of hours you’re working. Would that be OK?
If they say “NO” or “I don’t have time”, say, “That’s not a problem. Very quickly, how many hours are you currently working and how many would you like to work? If you had 10 leads, with a lead being a name and a phone number, how many would convert into clients for you? (Average in most industries is 1 in 10.) Lastly, what would be your WOW income goal—an amount that would really excite and motivate you?
You must get some information. Once you get some type of information, you can also call them back at a later time and say, “Hi, ______________. This is ___________________, and we talked the other day. You said you wanted to get the number of hours you worked down from ___ to ___ and get your income up to ___________, and I came up with a couple of great ideas on how you might be able to do that, and I wondered if you could spare a couple of minutes for me to share some of them.” When they say yes: “I have a couple of other quick questions before I share my ideas. Is that OK?” (Finish asking the 7 key questions or start getting into the Mini X-Ray.)
Step #2 – Show them how much money they are losing
Once you know their sales closing ratio, you are able to show them how much money they are losing.
“WOW, ____________, that’s great that you’re at a ___% sales closing ratio. The average in most industries is 10%, and you’re ___ times as good as that. Way to go--you’re awesome! On the other hand, it still means you’re not getting paid for ___% (100% less the sales closing ratio) of the work you do. Boy, is it going to be tough to achieve your WOW income goal of _______________ and decrease the number of hours you’re working from ______________ if you’re not getting paid for___% of the work you do. Wouldn’t you agree, __(prospect’s name)__?
“How many leads do you get on a monthly basis on average? Most sales professionals get at least 10 a month or could be getting 10 without a huge amount of work. If that’s the case for you, that would mean that you have around ___ (usually at least 48) leads over the last six months that you’ve worked on but haven’t been paid for. If your average commission was, say, $5,000, that would mean you’ve lost about $250,000 in income over the last six months or $500,000 in income over the last year. If there was something I could do to help you recover $25,000 to $40,000 of that lost money the next time we get together (or after we attend the seminar), would you like some help in this area?
Step #3 – Identify why their clients do business with them
(Pause, put your hand on your chin) Hmm. I’ll give that some thought. ___prospect’s name___, what are the two most important reasons you believe people will do business with you? If I could help your prospects understand the value of working with you because of ____#1 reason ____ and
____#2_reason ____, do you believe that would help you go from __old sales closing %__ to ___new_sales_closing %___? If we worked on this together and I could cross-sell you to help you really increase your income and decrease the number of hours you’re working, would you give me an opportunity to compete for the business you could refer to me?
Step #4 – Ask them how many leads they would like you to target to cross-sell them
When you’ve done steps #1 and #2 correctly, step #3 is easy.
“With my 12 best professional referral sources, ___ professional referral’s name___, I like to put together a script to cross-sell each referral source. I find that if I come in as a third party, anything I say about you provides you with a very powerful endorsement and increases the likelihood of closing the sale. I might say something like…
“Mr/Ms. __prospect’s name __, __professional referral’s name__ asked that I give you a quick call. I have been able to help save some of his/her clients a great deal of time and money in the ___professional referral’s industry___ process. I also wanted to congratulate you for considering to work with ___ professional referral’s name___ as I work with many different professionals and have found
___ professional referral’s name__ to be very professional and efficient. He/She really helps his/her clients to _______reason #1__________ and ______reason #2______. Have you made a final decision yet about what route you’re going to take in _____what they are planning on doing for the prospect____. Would you have any suggestions or ideas on how ___ professional referral’s name___ could provide better service to you?
___ Professional referral’s name___, I would obviously clean that script up some before using it, but I wanted to give you an idea on how I might be able to cross-sell you. If I could just help you turn 5 of those 48 leads back to you, it could earn you $25,000 in extra income. How many of those leads would you like me to call and cross-sell for you?
They will probably want you to call ALL of them.
“I will work on scheduling calls to each of them over the next 30 to 60 days. Could you please identify the top 5 to 15 leads that I could help you the most on right now? If we did this on a regular basis, it could help you increase your sales closing ratio from ____% to ____%; that would double or triple your business. What do you think about that?”
Step #5 – Ask them how long it will take them to compile the list
Ask them when they believe they could have last six months of leads compiled.
“OK… Let me understand what we’re setting out to do together. The next time we get together, you’re going to bring all your prospects from the last six months, and I’m going to work on cross-selling you with the goal of generating $25,000 or more in added income for you. Sound about right?
Step #6 - Schedule time to get together
Schedule next time to get together with them or invite them to a business development seminar.
“When would you like to schedule a time to get together so I can start working to put that $25,000 in your pocket rather than a competitor’s?”
Action Workshop Note
Action Workshops that have been developed to teach the natural laws of growing one’s business are extremely powerful in showing the value of developing and following through with seminars. The Synergy presenter will WOW those in attendance by helping them understand the importance of putting systems in place and working with you. If you follow the above steps, you could walk away with over 300 leads. All you have to do is get them to attend the 2- to 6-hour workshop and bring all their leads.
The following script may be used to get people to attend the workshop. IMPORTANT NOTE: It is very important that you’re excited and that you follow up with them more than once to make sure they will actually attend. Once they’re there, we will do the rest, but you need to get them to the seminar. CALL THEM 24 HOURS PRIOR TO THE SEMINAR TO MAKE SURE THEY’RE GOING TO ATTEND, that they’ll bring all unconverted leads from the last six months, and that they’re excited about what they’re going to learn and do.
“Hi, __________. This is ________________ with _____________________, and I wanted to give you a very special invitation to a special Action Workshop that we are offering to our top referral sources. We are bringing in a national speaking/executive coaching firm to do a business development seminar, and I know it will really benefit you a great deal. It’s helped other professionals to double their income and decrease the number of hours they’re working. If you bring all your leads from the last six months that you haven’t turned into sales, they’ll show you how to walk away from the seminar with a way to turn those leads into income. I’m told that normally this seminar runs between $450 and $790 per person. Since we’re sponsoring it, there’s absolutely no cost to you as long as you pre-register. Is that something you would like to do right now? If for some terrible reason you’re not able to attend, the only thing we request is a 72-hour notice of your cancellation so we can invite someone else to attend.”
POWERFUL MARKETING NOTE
To give yourself the added advantage and sales edge, add to your marketing arsenal a series of powerful four-color, professionally written, expertly designed, laminated postcards.
These beautiful, high-end marketing pieces can be customized to meet your specific image, needs, marketing goals, and targeted objective. We normally recommend that a full-color photo of yourself be a part of the laminated piece. These powerful leave-behind cards can be dropped off, sent out, or given away at a seminar or trade show to act as your own personal sales force, targeting the individuals with whom you want to develop a profitable business relationship.
One of the most important objectives of a sales/marketing piece is to get people to hold onto it as long as possible. Each piece is designed to bring value to the relationship and give valuable suggestions, tips, and ideas on how to take a business to the next level, thereby increasing income and decreasing the number of hours at work. Some of the series have been designed in partnership with an international executive coaching firm and provide high-level coaching principles and tips, which will help all those with whom you work to view you as valuable business partner to whom they look for growing their businesses, decreasing the stress they feel, and developing better balance in all areas of their lives.
These laminated cards are great for complementing your in-person sales calls, phone calls, and mailings. They’re great promotionals for seminars or workshops. Use them to open doors in targeted accounts or just as a nice touch to show a group of people how much you care about them. Choose between specially designed series for businesses, employees, corporations, consumers, and non-profit organizations.
For additional order information, please call 630.393.9909 or go to the following web site:
http://www.synergysolutions.net/NewFiles/B13-marketing.html
http://www.synergysolutions.net/NewFiles/B13c-colorpost.html
Presentation Survey
Name of reviewer: ________________________________ Date: ___/___/_____
Please rate the professional being reviewed from a 1 to 10 on each of the following areas. 10 being the best score.
Professional Reviewed:
1. Name: ____________________________________ Total Score: ________ (1 to 10)
Rate the following 1 to 10.
____ a. Asking key questions.
____ b. Having all gathered data at fingertips.
____ c. Use data gathered for every sales call.
____ d. Offer solutions for challenges identified.
____ e. Ask for all past prospects who haven’t closed.
____ f. Determine together with referral source if person is a potential Your Company Name partner and then get all parties to sign partnership agreement.
____ g. Schedule next time to get together and assignments for each person.
What did you like most about their presentation?
What’s one suggestion on what they could do to improve presentation?
