Hint: The answers here might show you where you can improve your service and retain customers! Discuss your answers with your fellow participants. If you can, do this exercise in a group and discuss your answers with your fellow participants.

• Is your image one of honesty and straightforward sincerity? How do you know?
• From the buyer's point of view, would you be considered reliable? Why is that true?
• Could you honestly say your customers received special benefits dealing with you not available from one of your competitors? What? Why?
• In their eyes, would you appear to be an expert in your field? Why would they say that?
• Have you been effective in helping solve their problems? How so?
• Would you say you handled complaints to their complete satisfaction? How? Share some examples.
• Is 'integrity' one of your watchwords? How does it show in your dealings?
• Other than your business dealings, would you think your customers believe you have their best interests and welfare at heart? Why?
• Do customers look at you as a good reliable source of product or service information? Why?
• Would the majority of your customers continue dealing with your business, even if a competitor offered slightly lower prices? Why would they do that?
• What percentage of your new customers come from referrals? Why is that number significant?
• How do you plan to keep yourself and your staff educated and current in your field?
• Describe how you keep in touch with past clients. Describe the results.

If you have been honest in your appraisal of your business operation you might have seen a few areas in which improvement would help. Go back over your answers and ask yourself;

• How can I improve how I service and seek my clients?
• How can I change what I offer them to more accurately reflect what they need?
• How can I make a difference in my career and my community by making the changes I see needed here?
• How can I equip my staff and co-workers to better reflect the changes needed?
• How can I partner with other business owners to strengthen and expand the way we do business and the services or products we deliver?
• How can you reorganize your business to allow you to enjoy your life better?

Honest reflection, followed by a commitment to act, will perform miracles.
Time and time again sales professionals have done some soul searching and come up with some great ways to re-invent their business and give their clients the long-term service they deserve!

The game of sales is best played with enthusiasm and openness. The successful sale professional is one who is always 'on-the-grow', and on the look out for ways to do it better. Are you?