SDQ to Corresponding LSO Course

Sales Diagnostic Questionnaire - Learn Selling Online Curriculum
Sales Diagnostic Questionnaire Category	Course - Resource	PRIORTY
I. Knowledge Base
A. (1) Understand functional product/service and company knowledge	Functional Product, Service and Company Knowledge
B. (2) Gain competitor comparison knowledge	Competitor Analysis to identify your Unique and Distinctive Selling Points
C. (3) Know the steps in the general strategic sales plan	Tactics to Implement each of the Steps in the Diagnostic Strategic Sales Plan Strategic Sales Plan - 116 page E-book and checklist
II. Personal Preparation for Competitive Selling
A. (4) Set goals	Goal Setting
B. (5) Warm up and mentally condition	Conditioning the Mind for Success (E-book)
III. Prospecting (Internal/External)
A. (6) Profile profitable customers	Profiling & Qualifying Prospects Identify Key Decision Makers by the Roles They Play
B. (7) Select appropriate contact methods	Telephone Cold Calling Voice Mail Strategy Networking Asking for Referrals Passive Letter (email) Contact Strategy Interest Mailer (email) Contact Strategy Keep In Touch Contact Serie (e-mail, text, IM)
C. (8) Develop prospecting plans	Ratio Management Funnel Management Teleblitzing
D. (9) Manage time	Time and Territory Management
E. (10) Manage territory	Time and Territory Management
F. (11) Manage contacts and opportunities	Contact Management Spreadsheet (Download - Spreadsheet)
IV. Central Sales Process
A. (12) Conduct pre-call planning activities	Research the Prospect's Critical Business Plans Processes, and Competitive Selling Environment
B. (13) Plan objection prevention strategies	Objection Preventing Objection Prevention and Response Strategies developed for the 85 Most Common Sales Stopping Objections (MRM) Priority Prospect / Project (P3) Strategy Sessions (E-book)
C. (14) Initiate the "live" prospect contact	Telephone Cold Calling Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS) (FAB/TEA, ACE, or VSS)
D. (15) Establish trust and rapport	Establish Trust and Rapport Quickly and Easily
E. (16) Use interviewing and active listening skills	Active Listening Skills Eight Question Structures (MRM)
F. (17) Refine interpersonal selling strategies	Establish Trust and Rapport Quickly and Easily
G. (18) Research prospect's critical business processes, plans, selling environment and identify your competitors to determine the sales strategy and objection prevention plan	Research the Prospect
H. (19) Activate sales strategy to discover symptoms that will define problems	Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS) (FAB/TEA, ACE, or VSS)
I. (20) Quantify the cost impact of the problems to establish the value of the solutions	Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS)(FAB/TEA, ACE, or VSS)
J. (21) Establish decision making criteria (Expectations) to select solutions	Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS) (FAB/TEA, ACE, or VSS)
K. (22) Determine prospect's anticipated benefits	Benefit Question
L. (23) Block the competition between calls	Block the Competition Between Calls
M. (24) Present solutions that meet customer requirements	Value Proposition – Presentation
N. (25) Respond to objections not prevented	Objection Responding 85 Most Common Sales Stopping Objections - Response Strategies (MRM)
O. (26) Conduct negotiations	Principled Negotiations
P. (27) Close the sale	Closing Strategies of the Masters
V. Assuring Customer Satisfaction
A. (28) Reassure the customer	Nine Ways to Reassure the Customer (MRM)
B. (29) Check for customer satisfaction	Managing Customer Expectations Six Strategies to Enhance Customer Satisfaction (MRM) Fifteen Clues an Account is in Trouble (MRM)
C. (30) Obtain referral and references	Asking for Referrals
D. (31) Obtain repeat business	Time and Territory Managment, Ratio Management, Strategic Sales Plan tactics (MRM)
MRM = Master Reference Module E-book = Multi-page document Sales Tool = One or two page checklist, form, or spreadsheet.