Curbside Checklist
Essential Details
Sales Representative
Manager/Observer
Customer/Prospect
Meeting Date
Primary Objective
Overall Performance
Overall impression of the call/meeting
Poor
Preparation for the call
Poor
Researched the company and opportunity
Poor
Identified and researched key stakeholders
Poor
Discovery Excellence
Set expectations for the call/meeting (agenda and timing)
Poor
Asked questions versus made statements
Poor
Asked differentiating questions
Poor
Introduced new possibilities to customer
Poor
Quantified IMPACT of solving their problems
Poor
Demonstrated effective listening skills (80/20)
Poor
Uncovered budget
Poor
Uncovered authority (decision makers and influencers)
Poor
Uncovered needs (complete understanding of the situation)
Poor
Uncovered timing
Poor
Identified obstacles or challenges that could impact the project
Poor
Clearly understand customer buying criteria and priorities
Poor
Set next steps
Poor
Action Items and Insights
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