Last Ten

Last Ten

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

How to Question your Last Ten Sales

Start with the initial history question and take it at least five steps deeper:

List your last 10 leads. Then ask yourself:

  • Where did the lead come from?
  • What happened?
  • Did I make the sale?
  • Can I repeat that?
  • What do I have to do?
  • What’s my plan to do it?
  • Is this my best source of leads?
  • What’s the cost?
  • What’s the reward?
  • What’s the repercussion of not doing it?

Get it? By simply asking yourself these real-world, obvious questions, you come up with relevant answers that help you win the sale. Keep in mind that each initial question breed different “depth questions.”

List your last 10 sales appointments.

  • How did I make each of them?
  • Where were they held?
  • Which ones resulted in a sales?
  • How many total sales did I make?
  • Which type resulted in a sale?
  • How can I repeat my best ones?

List your last 10 sales calls.

  • How long was each sales call?
  • What was the presentation like?
  • Was there a decision maker present?
  • Was price an issue?
  • What were the objections?
  • How did the sales presentation end?
  • What could I have done differently?
  • How long after the appointment did it take to make a decision?
  • Why did they buy?

Other question could include:

  • Did I have rapport before I started?
  • How was my humor?
  • How did I ask for the sale?
  • How eager was the customer to buy?
  • Did I get a referral?

I think you get the idea. Have a team? Get each salesperson to do this and your information will be staggering.

One more example:

List your last 10 sales.

  • Where did each sale come from (what source)?
  • Category?
  • How long was each presentation?
  • How long did it take to complete the sale?
  • What was the amount of each sale?
  • Was I a previous friend?
  • How good was the rapport?
  • Did he hammer my price?
  • How did I ask for the sale?

Even thought I didn’t list each question, I think you can take it from here.