STM

Generating Leads
Qualifying Leads
Pre-approach
Making approaches
Building Trust
Arousing Interest
Sales Presentation
Closing Attempt
Service Contract
Referral
CRM Strategy
Customer Advocacy
Self-motivation
Communication
Leadership
Team-working
Critical Thinking & Problem-solving
Decision Making
Deadline Management

How would you approach customers/ prospects/ leads or any other relationships?

I focus on the needs of my customers and see if my products and services suit their needs.

Like quick contact and approach from there. It is meeting as many people as possible and getting results quickly on an individual basis.

It is about my relationship with the client. My approach is to improve that relationship better and better.

I take an approach by solutions because if my client has a complex problem, I will help them solve it.

I use the one-stop service approach, customers who need everything I can provide.

I take time to plan my approach based on specific kinds of customers.

How and where do you mostly generate leads?

Even without any support, I can advocate on my own and reach out to everyone even when I know nothing about them.

I do not directly generate leads. I like to rely on the team or supporting tools.

I can create a list of leads with anyone, anytime, anywhere, so normally I just need to assert myself well and make a mark private press to engage my prospects.

I will search for the right environment, then reach out to people who are likely to be my potential customers.

My leads come from my existing clients, so I will dig into a new list of leads from a referral or look for new opportunities to up / cross selling .

My abilities are limited to a few. I will focus on people who fit my criteria and follow them.

What is/are your screening criterion/criteria to qualify leads?

Always screen my clients carefully to ensure they qualify.

There is no standard because the client has had a business with me in the past or has been referred from my old client.

No reviews required, I always assume that anyone is my client.

I have a system (team) in place that does the screening and evaluation of the customer list to make sure I am talking with the right potential customers, I do not do it myself.

There is no specific standard, as long as they are my clients I will reach for them.

Using an exact, clear but simple criterion to classify customers suitable with my product/service.

After collecting the leads, how do you prepare yourself for the next approach?

Since I already know almost everything about the customer, I am only interested in finding ways and programs to bring more value to the customer.

I know potential customers will buy if I have a chance to meet them so I prepare a sales kit and look for a good opportunity to sell! When I predict my general target market, I will make preparations depending on the conditions and the environment.

Take time to find out customers personal information and prepare some questions during the meeting.

It is not too important to find any information and make preparation. I will focus on myself and the sales kit.

I am always confident and willing to sell to anyone because I have practiced to a professional level.

It is very important that I take enough time to collect customer information in order to set up the program tailored to the needs of potential customers.

How do you make approaches to secure a face to face meeting?

I will only reach ALL leads that I have gathered without prejudice, to ensure as many meetings as possible.

I am always available to reach anyone, anywhere to secure meetings.

I do not like any approach to secure meeting. Someone on the team will take over this for me.

I will contact potential clients directly for the meeting because they are often required or agree to meet me.

I did not reach anyone directly for the meeting. They will approach me through brokerage and marketing activities.

I have several effective approaches, and I will selectively reach people whose criteria match my criteria.

What strategies would you most likely use to arouse the interest of the leads?

I ask a series of personal questions to help the potential clients and target their psychology.

I use a short and simple process by asking a few standard questions to hit key points.

I will use my charismatic personality to raise the interest of my potential customers to convince them to listen to my presentation.

I will use real cases and past evidence to prove the effectiveness of the product / service.

I have a questionnaire process in place to spark potential customer demand for my product / service and bring them to the presentation.

By the time I reached out, the customers' concerns had already been awakened, so there is no need to do more.

What is your view on building trust during a sales meeting?

I know how to show empathy with potential customers so they can trust me.

I believe an impressive speech in a meeting will build enough trust from the customers in me and enough confidence in my products/services.

I will master a few relationship building techniques and use them only when necessary to make the client feel comfortable with me.

I will build trust with potential customers through the visions I set up and the stories I tell them.

I will build trust with potential customers by impressing them with knowledge of products / services and markets.

Confidence should inherently be built on past business or brokerage activities, so I just need to reinforce the already built trust.

What do you do during a sales presentation?

I focus less on delivering a sales presentation where what I want is to make potential customers realize the solution in products / services.

I use handcraft tools with sales aids like stories, events, etc. to allow potential clients to fully absorb the presentation.

I use my confidence to dramatize / recommend products to show potential customers why leads need to be bought, thus delivering a compelling presentation.

My presentation revolved around analyzing the carefully structured needs, features and benefits of a product to potential customers.

I will have a comprehensive analysis / plan that will provide solutions to clients and they will make their own buying decisions.

Armed with my standard sales kit, I will give a brief presentation with a focus on winning contracts right away.

When do you decide to make the closing attempt?

If satisfied with the proposed solutions, after the presentation, the customer will gain trust in the product we brought and agree to close the sale.

With or without signs of wanting to buy, I will also take the approach, closing sales when the customer needs one or more of my products / services.

Observing the customer until I know they are agreeing verbally or in action that I will spend the rest of the time trying to close the sales.

If done correctly, the customer will offer to buy and then close the sales.

Take time to ensure customers have fully understood the product or service before suggesting the next step.

When there are signs that customers want to buy, I will find ways to close the sales.

What would you normally do after closing the sales?

Just to assure the client that all services will be met, I will do it within my limits.

I present a step-by-step plan for fulfilling customer requirements and often show S.O.P (Standard Operating Procedure) on how to get the most out of the product.

I will reinforce that the product / service will meet their needs / wants but the customer usually does not expect any other interest.

I will follow through the sales process after completing with a verbal or written service philosophy.

My goal is to embrace and sell other products / services.

I will implement an overall, long-term tracking plan that will focus on the confidence of the products and the customer relationship.

How do you acquire referrals from customers?

because I have developed a high trust relationship with the client, I will influence the client to recommend them.

While the customer is satisfied, I provide strong reasons to persuade customers to recommend others.

I do not usually ask for referrals because I can use a different approach to generate leads, but if necessary, I will give a presentation on why they should recommend.

I do not need an introduction, it is not part of my search strategy.

By planning this process earlier, the referrals will automatically become part of the contract after the sale.

I have an efficient team system (focusing on after-sales relationships, CRM integration, etc.) that will work with clients to introduce leads.

What relationship management strategies do you employ to service customers?

Personally, I will interact with customers, categorize them and focus on High-Value clients to repeat sales and get referrals.

I will be committed to ensuring that clients are being followed regularly. If the client has any change in their demands, I will do it myself.

I will prioritize my customers and focus on those who are prioritized. If there is any spare time then I will serve the remaining clients, otherwise, I will have my secretary take care of them.

I do not really have a strategy yet, but I will serve the client if necessary, or on demand.

I will put in place a comprehensive and automated system to track and monitor the changes in customer needs.

No, I do not serve the clients because the Customer Service department will handle it.

Which of the following answers best describes your Motivation?

Find and create solutions

Motivated by need for survival

Maintaining relationships

The joy of being shown

Everyone's satisfaction

Desire to understand and help others

Which of the following answers best describes your communication skills?

Straightforward and sharp

Comprehensive and understanding

Personal and empathic

Specific and imaginative

Usually expresses feelings and is adaptable

Objective and realistic

Which of the following answers best describes your Leadership Skills?

Make plans, rules, and rules for your team to follow

Often likes to show off and often over-promises

Focus on coaching, training and developing the talents of the team members

Focus on human relationships, enjoy serving others

Share vision, draw a picture of the future to lead the team

Dictator (absolute authority)

Which of the following answers best describes your teamwork skills?

Like to work alone

Work flexibly, need the support of everyone on the team to complete the job

Easily work with anyone on the team

Ability to work with other groups and departments to achieve results

Depending on the circumstances, you often like to work in groups with people who share your goals, needs and wants

Independent / small group

Which of the following answers best describes your critical thinking and your problem solving skills?

Based on research and information

Based on opinions, needs and information provided by others

Think fast and find a solution

Imaginative and overthinking

Based on personal experience in the past

Think about the entire process and necessary resources

Which of the following answers best describes your Decision Making Skills?

Quick thinking for decision making

Spontaneous

Rely on others

Depends on current circumstances to make the right decision

Comprehensive analysis

Based on the facts

Which of the following answers best describes your pre-time job handling skills?

Finish before deadline

Achieve the goals with great confidence, but may underdeliver them

Very confident but dependent on many resources

Depends on the target

All planned to be completed on time

Based on customers needs / wants