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Diagnostic Questionnaire Survey
To help determine if our training can help you or your organization, please complete the following questionnaire.
To print out a copy of this questionnaire, click
here.
Rate each statement on a scale of
No
to
Severe
as to its negative impact on your business.
When referring to "customers" below, they can be either internal or external.
Contact Details (The
*
fields are required)
First Name:
*
Last Name:
*
Email:
*
Telephone:
Company Name:
*
Address:
City:
State:
Zip/Postal Code:
Country:
Section 1 - Communication Skills
1
Our customers are unhappy with us or find us difficult to work with
No
Low
Medium
High
Severe
2
We want to please our customers, but we tend to over commit and then have problems when we can't meet the expected deliver.
No
Low
Medium
High
Severe
3
We have difficulty overcoming customer's negative perceptions due to past events.
No
Low
Medium
High
Severe
4
We make assumptions as to what our customers want and this leads to confusion, extra work and/or upset customers.
No
Low
Medium
High
Severe
5
We are uncomfortable asking questions to get clarification on issues and instead do what we think should be done.
No
Low
Medium
High
Severe
6
We do not follow-up effectively with our customers.
No
Low
Medium
High
Severe
7
We don't know how to effectively establish rapport quickly and easily with someone new.
No
Low
Medium
High
Severe
8
We don't know how to leverage our personality and behavioral styles as well as understanding others when communicating with colleagues or customers.
No
Low
Medium
High
Severe
9
We don't know how to address tough questions and objections.
No
Low
Medium
High
Severe
10
We have difficulty getting colleagues and customers to make and keep commitments.
No
Low
Medium
High
Severe
11
We have difficulty eliciting information with questions. We're more comfortable "telling" rather than listening.
No
Low
Medium
High
Severe
12
We have difficulty getting people to feel urgency and make decisions or get closure.
No
Low
Medium
High
Severe
13
We don't get to the heart of issues with our colleagues/clients.
No
Low
Medium
High
Severe
14
We have difficulty dealing with irate or demanding customers.
No
Low
Medium
High
Severe
15
We tend to feel awkward and frustrated when communicating with others—especially someone new.
No
Low
Medium
High
Severe
16
We don't like confrontation so we tend to give in to our customers.
No
Low
Medium
High
Severe
17
We tend to make assumptions regarding work requests which often lead to wasted effort or costly redo's.
No
Low
Medium
High
Severe
18
We have difficulty delivering "bad news" or discussing sensitive topics with colleagues/clients.
No
Low
Medium
High
Severe
19
We have difficulty differentiating ourselves from the competition.
No
Low
Medium
High
Severe
20
We have difficulty persuading and convincing customers about an issue.
No
Low
Medium
High
Severe
21
We struggle cultivating relationships with new customers.
No
Low
Medium
High
Severe
22
We have difficulty getting buy-in from internal management/team.
No
Low
Medium
High
Severe
23
We don't understand nor do we use an effective selling process when trying to sell ourselves, our ideas, our company products or services.
No
Low
Medium
High
Severe
24
We are uncomfortable in a "selling" role.
No
Low
Medium
High
Severe
25
We tend to present all of our technical knowledge without fully understanding the customer's real needs.
No
Low
Medium
High
Severe
26
We tend to give customers a lot of information without asking for any commitment in return. ("Un-paid" consulting)
No
Low
Medium
High
Severe
27
We don't do a very good job qualifying opportunities as to the needs, wants, problems and motivating factors for action.
No
Low
Medium
High
Severe
28
We try to tell our customers/colleagues what they should do as opposed to helping them discover it.
No
Low
Medium
High
Severe
29
We have difficulty controlling the selling process—knowing what is going to happen next.
No
Low
Medium
High
Severe
30
We have difficulty differentiating ourselves from the competition.
No
Low
Medium
High
Severe
31
We get a lot of "think it overs" and we spend a lot of time and energy "chasing" them.
No
Low
Medium
High
Severe
32
We struggle getting add-on business from existing clients as well as referrals to new opportunities.
No
Low
Medium
High
Severe
33
We have difficulty dealing with "No's" and Stalls.
No
Low
Medium
High
Severe
34
We don't know when to give up on an opportunity.
No
Low
Medium
High
Severe
35
We tend to not put tough issues on the table early in the sales process and they then come back to "haunt" us.
No
Low
Medium
High
Severe
36
We have difficulty applying win-win negotiating techniques and strategies.
No
Low
Medium
High
Severe
37
Our sales cycle is too long—we have difficulty getting prospects to make decisions.
No
Low
Medium
High
Severe
38
We lack a consistent approach for developing new business.
No
Low
Medium
High
Severe
39
We are uncomfortable calling on decision makers who are high up in an organization.
No
Low
Medium
High
Severe
40
We have difficulty discussing budget/ money and it often becomes a deal killer.
No
Low
Medium
High
Severe
Morgan Training Co., LLC - Avila Beach, California
Tel: 805-440-3490
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