the Sales Doctor™ – Interview Your Ideal Role Model

Interview Your Ideal Role Model

Take action; identify a small number of people who exemplify the type of career success that you want to emulate. Request an appointment, preferably in the next two weeks to conduct an information interview with the one you would most like to interview. Print this page and take it along to the interview to guide your questions and record your role model's answers.

When the interview is completed, on attractive stationery type a return note to your role model with a small gift of appreciation.

My name ________________________________

Role Model name ________________________________

Company and Office_______________________

________________________________________

Model's Company and Office_______________________

_______________________________________________

1. How did you get into the business?

_________________________________________________________________________________________

2. Why did you select this instead of some other career?

_________________________________________________________________________________________

3. How long have you been working in ______________?

_________________________________________________________________________________________

4. Do you have a particular philosophy toward people and the ________ business that helps to make you successful?

_________________________________________________________________________________________

5. What specific things do you do regularly that prove to be your most effective prospecting activities?

_________________________________________________________________________________________

6. What do you say to yourself that helps you do those prospecting activities?

_________________________________________________________________________________________

7. How do you feel when you are doing a specific activity that you do not like to do, but you know is productive?

_________________________________________________________________________________________

8. What do you say to yourself to drive you to do those productive things you do not like doing?

_________________________________________________________________________________________

9. How do you feel when specific prospecting activities produce results?

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10. What is your single greatest source of new business?

_________________________________________________________________________________________

11. What specifically do you say or do to make that work for you? (Example: if they say "personal referrals," what or how do they generate them?)

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13. What is your single greatest source of buyers?

_________________________________________________________________________________________

14. What type (and extent) of personal marketing do you do?

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15. What percent of your income do you invest back into your business to make it flourish?

_________________________________________________________________________________________

16 On what do you invest it?

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17. What do you say and do to keep yourself feeling "up" when things are going well for you?

_________________________________________________________________________________________

18. What do you say and do to get yourself "up" when things are going poorly?

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19. Who is your role model? Who have you chosen to emulate in your career?

_________________________________________________________________________________________

20. Are there any activities you used to do that produced results that you do not do anymore? Why have you stopped doing them? Would they work for me?

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21. What advice can you give me that will help me to get results like you?

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