Using Checklists for Selling

By: ActionCOACH Team

If you want to increase your average dollar sale, it’s a really good idea to create a checklist or a questionnaire. Similar to add on selling, you simply run through a checklist with your client whenever they purchase a particular type of product.

This list should, of course, be prepared in advance and used with as many different products as possible. For example, let’s say that you are in the construction materials business. If a customer buys a can of paint, run through the list to see if they need brushes, thinners, drop sheets, stirrers, etc.

Here are some useful hints and tips on creating and using a checklist:

§ Make sure every team member has the list.

§ Check to make sure it’s being used with every customer.

§ Have a reward system in place that acknowledges team members who make additional sales off the list.

§ Test and measure – if they aren’t working change the questions.

Use a Questionnaire:

Dig as deep as you can. Make sure you ask enough questions to leave no stone unturned. The more questions you ask the more chance you have of finding another need or want that you can fill.

Also, if you’re unsure of any additional products or services that you could sell, a simple questionnaire can be effective. Use it to ask your customers what else they would like you to sell. Don’t limit yourself too much. Ask the customers to get a little creative. Maybe there is a whole new opportunity just waiting to be suggested.

Here are some useful hints and tips on using a questionnaire:

§ Make your questionnaire simple but effective as a sales tool.

§ Offer customers an incentive to participate, or just explain how what you’re doing will help them.

§ Fill it out on the spot with you acting as a sounding board, don’t be afraid to ask more questions to dig deeper.

§ Ask for their suggestions and act as quickly as possible.

Reason #1: Different styles and methods of business coaching don't work for everyone

It's important to be honest with yourself and conduct a realistic assessment when it comes to business coaching. Though business coaching can have many benefits, it might not work for everyone.

Every individual brings their own experiences and values to the coaching dynamic, so results will vary. Additionally, some individuals might need more than just a coach. They might also need specialised knowledge or communication strategies specific to their industry or target audience. Below are a few key factors to consider:

Reason #2: There is no clear focus or vision (talk about time dedication here too)

cIt's important to be honest with yourself and conduct a realistic assessment when it comes to business coaching. Though business coaching can have many benefits, it might not work for everyone.

Business coaching is an effective tool for developing a clearer focus and vision for growing your business. A good coach will help you to take a comprehensive look at your strengths, weaknesses, and available resources that can be used to reach those goals. They will also help you draw up action plans with step-by-step instructions to get there.

By providing honest feedback and being patient throughout the process, a business coach can make sure that you’re on the right track. This will enable you to set realistic milestones and tasks.

These tasks may need dedicated time outside of coaching sessions. For example, a coach might help a client develop a marketing strategy or implement new systems for managing employees. However, if the client does not have enough time to devote to these tasks outside of coaching sessions, progress will likely stall.

Both the coach and the client must have enough time available to reflect on past experiences, brainstorm new solutions, and test out different strategies. If either party is rushed or distracted during coaching sessions due to other commitments or obligations, they may struggle to fully engage in this process.

Effective business coaching also requires a commitment to regular meetings and ongoing communication. If either the coach or the client does not have enough time to dedicate to these meetings, progress may be slow or nonexistent.

It's important to recognise that business coaching is an ongoing process that takes time to yield results. While some clients may see improvements after just a few sessions with their coach. Others may need months or even years of consistent effort before they begin seeing real changes in their businesses.

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