Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never
1. When you prospect for more sales opportunities or business, do you cold call people you’ve never met? ____
2. When you want to get into a target account, do you look for someone to introduce you? ____
Scoring: 2 - 1 = ??
Positive is good;
Negative means you need to change if you want to sell more.
For information on Relationship Selling see my article: “6 Steps to Prepare Yourself for Relationship selling”