ADT Best Practice Sales Call Certification Review Version 3.0

• ALPS No.

• Seller Name

• Branch

• Client / Site

• Conducted on

  Date

• Sales Manager

What type of appointment is this?

• New Business

• Extra Works

• Resale

• Quote Presentation

• Cold Call

• Follow Up Visit

• Technical Support

• Customer Complaint

• Did the Seller pre qualify the call?

  Yes

  No

  N/A

• Did they ask the reason for contacting ADT?

  Yes

  No

  N/A

• Did they agree an agenda & send to customer in advance?

  Yes

  No

  N/A

• Did the salesperson introduce themselves?

  Yes

  No

  N/A

• Did they reconfirm or introduce the agenda?

  Yes

  No

  N/A

• Did they check M.A.N (Money, Authority, Need)?

  Yes

  No

  N/A

• Did they outline the reason for the call?

  Yes

  No

  N/A

• Did they give a succinct and upbeat overview of ADT as a business?

  Yes

  No

  N/A

• Did the salesperson ask questions about the customer's business?

  Yes

  No

  N/A

• Did the salesperson ask levelling questions?

  Yes

  No

  N/A

• Did the salesperson ask open questions about the customer's key requirements?

  Yes

  No

  N/A

• Did the salesperson question the customer as to why they have those needs?

  Yes

  No

  N/A

• Did they ask a range of open questions to establish the customer's interest in maintenance and support?

  Yes

  No

  N/A

• Did they ask the customer about budget?

  Yes

  No

  N/A

• Did the salesperson establish who the competition were, if any?

  Yes

  No

  N/A

• Did they ask open questions to establish if there are any uncovered issues or concerns with ADT?

  Yes

  No

  N/A

• Did the salesperson take notes?

  Yes

  No

  N/A

• Did the salesperson take the customer with them?

  Yes

  No

  N/A

• Did they identify where products need to be located in the customer's premises?

  Yes

  No

  N/A

• Did the salesperson accentuate and highlight the customer's concerns around security?

  Yes

  No

  N/A

• Did they ask the customer to prioritise what are the most important factors to them?

  Yes

  No

  N/A

• Did they summarise their understanding of the customer's situation and requirements concisely and correctly?

  Yes

  No

  N/A

• Did they clearly identify distinctive characteristics of ADT's products and services relevant to the customer's needs?

  Yes

  No

  N/A

• Did they discuss the value and ROI to the customer in using ADT?

  Yes

  No

  N/A

• Did the salesperson present a valid solution, including costs that meets the customer's requirements?

  Yes

  No

  N/A

• Did the salesperson gain commitment/ask for the order?

  Yes

  No

  N/A

• Did they close the deal?

  Yes

  No

  N/A

• Did the seller ask for and take a deposit from the customer?

  Yes

  No

  N/A

• Did they ask for referral or ask if there was anyone else within the business that ADT could help?

  Yes

  No

  N/A

• Did they ask for cross sales opportunities or areas that can be supported by ADT?

  Yes

  No

  N/A

• Did they leave the customer with a clear indication of next steps/timings?

  Yes

  No

  N/A

Coaching Comments

Signatures

• Sales Manager

  Sign

• Sales Consultant

  Sign