Below are (26) vital questions that will help us assess the vitality of your sales & service function and which key areas of the FROMM Way may need extra focus in the business. This is NOT a test, there are no wrong answers and there will be no judgments made! This is a tool so that together we can be laser focussed on the right areas to optimise your business engine.
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* 1. Our business works hard to make our customers feel important.

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* 2. Our salespeople understand how to connect with customers deeply.

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* 3. Our salespeople are skilled relationship builders.

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* 4. Our salespeople are the best in our industry.

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* 5. Our salespeople know exactly what they are selling and whom to sell it to.

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* 6. We consistently outsell our top 3 competitors.

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* 7. We need to work harder to understand and outsell our competitors.

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* 8. Our business is super clear on how to communicate why we are different from our competition.

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* 9. Our sales team understands how to fast-track rapport and build trust with customers.

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* 10. Our salespeople are very good at developing valuable long-term relationships.

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* 11. We are skilled at navigating stakeholders to get to influencers and decision-makers.

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* 12. Our team understands communication styles to help customers feel more engaged.

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* 13. Our salespeople are skilled listeners and apply this skill to build trust.

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* 14. Our salespeople know how to genuinely create urgency and get people to take action.

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* 15. Our team is too passive and can spend too much time with the worst types of customers.

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* 16. Our business understands our customer value drivers and all the reason a customer may buy.

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* 17. Our salespeople know how to probe, dig deeper and ask masterful questions.

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* 18. Our team is passionate about our business and motivated to be their best and succeed.

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* 19. Our salespeople present with passion and know-how to speak in benefit language.

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* 20. All salespeople in our team use an objection handling tool.

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* 21. Our salespeople are skilled negotiators without being pushy.

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* 22. Our salespeople rarely discount to get sales over the line.

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* 23. Our sales team has a number of levers they pull to help them negotiate.

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* 24. Our salespeople are strong in follow-up and work to a follow-up process.

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* 25. Our business knows how to delight customers and deliver world-class service.

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* 26. Our clients come back and refer us business because we go the extra mile.

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* 27. Now we just need a few details so you can see your results.

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