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Keenan Tameling

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self awareness Series For salespeoplePart4of 9: 11 Reflection points

01-13-09
Keenan Tameling

  1. I follow a proven questioning methodology that leads prospects effectively through the sales process.
  2. I never prescribe my product or service until I've thoroughly diagnosed the buyer's situation and understand it completely.
  3. In selling situations, I listen far more often than I talk (70:30 ratio).
  4. I am able to demonstrate verbally and nonverbally that I really care about people.
  5. I effectively find common ground with prospects by uncovering any shared activities, experiences, or mutual associations.
  6. I'm effective at matching a prospect's body language and voice patterns.
  7. I have fun with people and use humor effectively to reduce the tension inherent in selling situations.
  8. I follow the buyer's lead regarding when to move from exchanging pleasantries to conversing about business.
  9. I use a 15- to 30-second infomercial that introduces me and the primary benefits of my product.
  10. I'm able to establish equal power with prospects no matter what their formal position or title is.
  11. I have the appropriate appearance, dress, and image for the selling situations I engage in.
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self awareness Series For salespeoplePart3of 9: 11 Reflection points

01-13-09
Keenan Tameling

  1. I read at least one book on sales strategy per quarter.
  2. I listen to audio learning programs when I'm driving during work hours.
  3. In the past year, I've identified and worked on at least one area to improve my selling effectiveness.
  4. I attended at least one sales or personal development seminar within the past year.
  5. I have identified the characteristics of my ideal buyers and have developed an ideal buyer profile checklist to judge all my potential prospects against.
  6. I have a target account list of ideal buyers that I am currently pursuing.
  7. In complex selling environments (where multiple buyers are involved), I research an organization thoroughly before meeting any individual buyer.
  8. I develop a strategic account plan for each ideal buyer (targeted account) and update it throughout the sales process.
  9. I know the four levels of buyer need.
  10. I have a checklist of questions and "targeted conversations" for every buyer type I pursue.
  11. I differentiate between personal wins for individual buyers and corporate wins for an organization, and I pursue both.
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self awareness Series For salespeoplePart2of 9: 7 Reflection points

01-13-09
Keenan Tameling

  1. I do aerobic exercise four or five times per week and some form of resistance and flexibility training every week.
  2. I drink lots of water and follow a nutritionally sound eating routine (e.g., daily breakfast, reduced fat intake, consistent meals, nutritional supplements, etc.).
  3. I am aware of my physiology (e.g., posture, breathing, gesturing, etc.) when I'm successfully selling.
  4. I have the ability to raise my physical energy and enthusiasm when necessary for selling situations.
  5. I spend time each day improving my attitude.
  6. I have developed a presales call ritual that specifically gets me ready to sell at my best.
  7. I read at least one trade journal for my industry and at least one business magazine or newspaper.

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self awareness Series For salespeoplePart1of 9: 21 Reflection points

01-13-09
Keenan Tameling
  1. I have written down or thought about my strengths and weaknesses as a salesperson within the past two years
  2. I have made a commitment to be in the top 10% of salespeople for my company or industry.
  3. I invest at least one hour per week toward learning more about my products, business, or industry (e.g., studying, reading, or attending meetings).
  4. I invest time regularly toward becoming more effective in my selling skills.
  5. I sell with honesty and respect.
  6. I put serving my buyers ahead of profit or commissions.
  7. I do what I say I'll do, when I say I'll do it-for all my buyers.
  8. I provide my buyers outstanding service, especially after the sale.
  9. I'm recognized as the specialist in the market niche in which I sell.
  10. I emphasize what differentiates me from others selling in my industry.
  11. I work for a company with an outstanding reputation that provides me with reputation-enhancing marketing collaterals.
  12. I share reputation-enhancing stories with prospects that showcase where my company really excelled for another buyer.
  13. I utilize some form of advance marketing to complement my selling efforts (e.g., sending sales letters or faxes, direct mail promotions, email newsletters and marketing, etc.).
  14. I employ personal-contact marketing to complement my selling efforts (e.g., securing referrals and testimonial letters, networking, trade show attendance, etc.).
  15. I do Headliner marketing to augment my selling effort (e.g., public speaking, writing articles, advertising, and obtaining publicity in my industry).
  16. I have very high self-esteem
  17. I have a written purpose statement for my life.
  18. I have written down my sales goals, and I review and revise them regularly.
  19. I use visualization and/or affirmations during the selling day.
  20. I ask myself questions that help me focus on the solutions to problems.
  21. I get seven to eight hours of sleep per night.
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9 Strategic Thinking questions to apply to your business

11-16-08
Keenan Tameling
  1. Do you have a Plan for the next 3 years? 3 months? Week?
  2. I review my plans regularly?
  3. Are you confident that you are ahead of your competition?
  4. Whats your competitve advantage?
  5. I know what my customers are looking for and want?
  6. Do you use technology for your benefit?
  7. Have you done a SWOT Analysis on yourself and your business?
  8. I know where I need skills improvement?
  9. Am I leading edge with my thinking and marketing?
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