1

What are some of the possible reasons you don't sell more products or services? 

___Potential buyers don't understand the benefits your product or services 

___Your market is not aware that you offer the product or service 

___Your market is buying the product or service from others, knowing that you are in business

___Other (describe below)

2

What about price?

___Price is not a significant factor 

___Your market perceives you as more expensive than the others 

___Others are selling your product or service significantly cheaper-and your market is letting you know about it

3

Who is your competition-i.e., who do you lose sales to? Describe in detail, in order of importance 

1. 
 

2. 
 

3. 
 

4. 
 

5. 
 

6.
 

4

Does your competition have a Web site? 

What's it like? (Describe below.) 

What do you think are its short-term and long-term goals? (describe)

5

What are some of the ways you differ from the competition? 

___Product knowledge 

___Training 

___Years in business 

___Location 

___Service

___Extended warranties 

___History of customer satisfaction 

___Other (describe below)

6

How often do you lose sales (that you know about)?  

___Never 

___Sometimes ( 10 to 20 percent of the time) 

___Frequently ( over 75 percent of the time)

7

What are some of the reasons lost prospects give you after you find they have bought elsewhere? (Describe below:  

1. 

2. 

3. 

4.