Does anyone know where I can find a routine sales call questionairre? Now I know some may say this is impossible to have or too robotic, etc...But what I am trying to do here is identify my sales calls received to sales calls closed ratio. It will also aid in keeping a much more organized infrastructure and I will be able to do 'follow ups' more routinely.Sure there are many other ways to achieve such goals but I think having proper documentation will help quicker identify certain characteristics and features in a sales call and when and where needs improvement. With that said I know each sales call is different but there is got to be a set amount of standard questions one should ask their prospects in every sales call. Let me back up for a bit so this makes a little more sense. I sell restaurant supplies and equipment and I am a phone operator. So its safe to say I get warm leads. When I receive a call I basically want to transfer the call to paper (the sales call questionairre), if that makes sense. What I am thinking of is that the questionairre will or should have 3 basic sections; Introduction, Body and Close. The introduction will comprise of retrieving prospect info such as contact, product of interest, and so on. The body is the real guts of this thing and will contain all the "right questions" to ask. For example, what type of application will this product be used in; A restaurant, bar...? Are you replacing units or adding to an existing application? What brought you to us, Price? Why do you think this particular product is the one you need? Anything(questions) to build armunition to shut this thing down. And of course the closing which perhaps should contain the most important questions you would want to ask. I think you should catch the drift by now plus this is getting longer than expected. Anyway, your feedback will certainly be most aprreciated. What advantages or disadvantages do you see? Is this a good idea or does it suck? I am open to whatever. Thank you for your support in advance.   

Oh I should have mentioned somewhere in there that I work for www.foodservicewarehouse.com . You can check it out to get an idea of what I am talking about. At your own conveniencve of course.

The secret of success for any salesperson is the ability to ask the right questions and then listen to the answers.  Depending on the products or services you sell, the number of questions you ask will vary.  However, the mistake many salespeople make is they don't ask enough questions because they think this will 'annoy' the prospect or make the prospect think you don't know what you're doing.  According to your post, you mostly talk to "warm leads" by phone.  That tells me the people you're speaking with have likely identified a "need" you may be able to fill.  I recommend you start off your phone conversation by building some trust and rapport.  You can do this by thanking the person for the call and saying something like, "I hope I can be of assistance to you; however, to be sure we are the right company for you, do you mind if I ask you some questions first?"  You should expect a positive response.  Next, you need to ask questions that will help you determine what the prospect's primary need is (dominant buying motive) -- why are they calling you in the first place?), how soon they want to take action (sense of urgency), where they are in the decision-making process (are they close to buying or just thinking about it), who are the people involved in the decision-making process (is this person on the phone the check-writer or just doing the legwork?), what they've seen in the way of products or services they like (buying is emotional) and what factors will go into making their choice (budget, delivery, features and benefits, etc).  Many of the questions you bring up in your post are good questions.  Don't be afraid to run with them and use "three-deep" questioning strategies.  That's nothing more than asking a question about a subject and following up the prospect's answer with at least two more questions on the same subject.  This 3-deep strategy demonstrates interest on your part and sends a message that you care what the prospect is saying.