How to Sell More: Self-Assessment Checklist
Instructions:
For each item below, rate yourself from 1 (not at all) to 10 (excellent). Be honest—this tool is for self-improvement and clarity.
🧠 Understanding the Customer
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How well do I understand the customer’s current situation?
Do I ask questions that uncover their context, operations, and background?Rating: ____ / 10 -
How effectively do I uncover the customer’s key problems or pain points?
Am I digging deep enough to understand what’s really holding them back?Rating: ____ / 10 -
How clearly do I understand the consequences of their problems?
Do I explore how those issues impact their time, money, performance, etc.?Rating: ____ / 10 -
How well do I show the value of solving their problems?
Can I help them connect the solution to real benefits or improvements?Rating: ____ / 10
🎯 Selling with Confidence
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How confident am I when presenting my solution?
Do I show certainty in what I’m offering and the results it delivers?Rating: ____ / 10 -
How comfortable am I asking for the sale?
Do I actively ask for the close, or do I hesitate and wait too long?Rating: ____ / 10 -
How well do I handle objections?
Do I listen without getting defensive and respond in a way that reassures?Rating: ____ / 10 -
How strong is the trust I build with prospects?
Do people feel I’m genuinely trying to help them, not just make a sale?Rating: ____ / 10
🌉 Problem-to-Solution Mapping
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How clearly do I define the customer’s current vs. desired state?
Do I help them see the gap between where they are and where they want to be?Rating: ____ / 10 -
How well do I quantify the cost or value of the gap?
Can I explain what the issue is costing them—or what the solution is worth?Rating: ____ / 10 -
How disciplined am I in diagnosing before pitching?
Do I wait until the customer’s needs are clear before suggesting a solution?Rating: ____ / 10 -
How tailored are my proposals to each customer?
Do I present custom solutions instead of using a one-size-fits-all pitch?Rating: ____ / 10
📊 Performance & KPI Tracking
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How consistently do I track my sales activity (calls, meetings, follow-ups)?
Do I have a reliable system to log and measure my work?Rating: ____ / 10 -
How well do I know my key metrics (close rate, conversion rates, etc.)?
Can I identify exactly where leads are getting stuck or dropping off?Rating: ____ / 10 -
How often do I use data to improve my approach?
Am I adjusting my strategy based on what the numbers are telling me?Rating: ____ / 10
📋 Sales Planning & Preparation
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How well do I prepare before every call or meeting?
Do I research the prospect and set clear objectives beforehand?Rating: ____ / 10 -
How effectively do I qualify leads early in the process?
Am I identifying decision-makers, budget, timeline, and real intent?Rating: ____ / 10
🔁 Follow-Up & Pipeline Management
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How consistent is my follow-up process?
Do I follow up promptly and persistently without being annoying?Rating: ____ / 10 -
How well do I manage my sales pipeline?
Is it up-to-date, organized, and driving the right actions?Rating: ____ / 10
👂 Listening & Communication
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How well do I listen to understand, not just to reply?
Do I pick up on what’s really being said beneath the surface?Rating: ____ / 10 -
How clearly and simply do I explain my solution?
Can I describe what I’m offering in a way that’s easy to grasp and compelling?Rating: ____ / 10
🕒 Time & Task Management
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How well do I prioritize high-impact sales activities?
Am I focused on actions that actually move deals forward?Rating: ____ / 10 -
How effectively do I manage my time throughout the day?
Do I avoid distractions and stick to a consistent routine?Rating: ____ / 10
📈 Personal Growth & Mindset
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How often do I review and learn from lost deals?
Do I take the time to reflect and improve from each no?Rating: ____ / 10 -
How committed am I to continuous learning and sales improvement?
Am I investing in my own development through books, coaching, or training?Rating: ____ / 10
