www.imarketing.

courses

Self Call Analysis Checklist - Record Sales Months T EMPLE N AYLOR

It’s important to understand that the amount of things that could go south on a sales call is bountiful. Perhaps you went through the call seamlessly, but your tonality
was off on the last question and threw the prospect off. Maybe you asked one question at the end that came off a bit too salesy. Or they could have been a non-buyer
to begin with, and you missed the cues. That’s the 20% of lossed calls.

For those things, that’s where advanced sales training comes in. However, that’s not the goal of this checklist.

The goal of this checklist is to see what went wrong for the 80% of calls you lost. To give you a clear implementation path of data points of where the majority of calls
go wrong.

After reviewing dozens of others calls, and dozens of my own, I can confidently say where the majority of calls go south is from the checklist provided below.

Use it at your own free will. Enjoy.

Want to know how to use the sheet most effectively? Click here for a short walkthrough video
video.

Call Behavior Yes No Discovery Yes No

Did you listen to understand, not respond? yes = good Did you uncover the main problem within 10 Minutes of yes = good
no = bad Discovery? no = bad

yes = good yes = bad

Did you cut the enthusiasm? Was Discovery Past 25 Minutes?
no = bad no = good

yes = good Did You find the initial pain point within 10 Minutes of yes = good
Were you subtle in your selling? no = bad no = bad
Discovery?
yes = good Did you prioritize their main achilles heel regardless of what yes = good
Did you have Cadence?
no = bad they tell you they are and what they need help with? no = bad

yes = good yes = good

Did you have Brevity? no = bad Did you dive DEEP into that pain point? no = bad

yes = good Did you Get 5-10 Fact Based Data Points Regarding that yes = good
Did you engage the use of Silence? no = bad no = bad
Pain Point?
yes = bad Did you tie that pain point to 1-2 areas in their personal yes = good
Did you soften their pain? no = good life? no = bad

yes = bad Did you discover what other solutions they are looking yes = good
Did you solution inject before the offer? no = good no = bad
at for this problem?

If they are looking at other solutions, did you find out which yes = good
ones? no = bad

yes = good
Question Behavior Yes No Did you find out why they didn’t move forward with them? no = bad

When asking invasive questions, did you give context first? yes = good Did you find out when they are looking to move forward yes = good
no = bad no = bad
with one?

When asking challenging questions, did you soften it first? yes = good Did you discover how long they’ve been looking for yes = good
no = bad a solution? no = bad

When asking questions, did you pause first?

yes = good If they are currently using a solution: Did you find out yes = good
no = bad no = bad
what they like about it?
yes = good
Did you create urgency?
no = bad

Call Frame Yes No Did you qualify how committed they are to the process of yes = good
implementing a solution & why? no = bad

yes = bad
Did Rapport go Past a Minute?
no = good

Did you set a clear, concise, frame with expectations from yes = good Pitching Yes No
beginning to end of call? no = bad

For Sophisticated Buyers: Was your Frame Set in a Neutral yes = good Did you break apart your solution into 3-4 Steps Max? yes = good
Way? no = bad no = bad

Did you break each step into Analogy Real World yes = good
Perspective Problem it solves for them personally? no = bad

yes = good
Was the Temp Check ≥ 9?
no = bad

Objections Yes No

Did you classify the objections into Red Herring, Logistic, yes = good
no = bad
Hinderance?
Logistic:
If Finances: Did they have the funds?

yes = good
Yes: Did You Handle it as fear? no = bad

No: Did you Sell The Solutions (Payment Plans, 0% yes = good
Credit, Loans) then Offer? no = bad

Other Logistic? Did you offer a creative solution using the yes = good
what if frame? no = bad

Hinderance: Did you do the following? Label the yes = good

Hinderance, Normalize, then Dive into Mental Models? no = bad

Follow up Yes No

When setting a follow up, did you make it clear they will NOT yes = good
no = bad
be having to make a decision on the next call?
If asking for a deposit did you use that as a way to overcome yes = bad
“Let me think about it”s or other uncertainty based objections? no = good

If asking for a deposit did you ensure it was purely a logistical yes = good
issue outside of their control? no = bad

If asking for a deposit, did you frame it in their best interest to yes = good
put one down? no = bad