MACKAY66

MACKAY66

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of thirteen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com.

MACKAY 66
CUSTOMER PROFILE

DATE __________________________

CUSTOMER
1. NAME: NICKNAME:
2. COMPANY NAME:
ADDRESS:
3. HOME ADDRESS
4. BUSINESS TELEPHONE: HOME TELEPHONE:
BIRTH DATE: HOMETOWN:
HEIGHT (approx.): WEIGHT (approx.):
EDUCATION
1. HIGH SCHOOL: YEAR GRADUATED:
COLLEGE: YEAR GRADUATED:
8. COLLEGE HONORS: DEGREES:
9. COLLEGE FRATERNITY/SORORITY: SPORTS:
10. COLLEGE EXTRACURRICULAR ACTIVITIES
11. SENSITIVITY TO LACK OF COLLEGE?:
12. MILITARY SERVICE: DISCHARGE RANK:
ATTITUDE TOWARD BEING IN THE SERVICE:
FAMILY

13. SPOUSE’S NAME:

OCCUPATION:

14. SPOUSE’S EDUCATION:

15. SPOUSE’S INTERESTS:

16. ANNIVERSARY:

17. CHILDREN, IF ANY, NAMES/AGES:

18. CHILDREN’S EDUCATION:

19. CHILDREN’S INTERESTS (Hobbies, Problems, etc.):

BUSINESS BACKGROUND

20. PREVIOUS EMPLOYMENT: (Most recent first)
COMPANY:

LOCATION:

TITLE: DATES:

COMPANY: LOCATION:

TITLE: DATES:

21. PREVIOUS POSITIONS AT PRESENT COMPANY:

TITLE: DATES:
TITLE: DATES:

22. “STATUS” SYMBOLS IN OFFICE:

23. PROFESSIONAL/TRADE ASSOCIATIONS:

24. OFFICES HELD OR HONORS:

25. WHAT BUSINESS RELATIONSHIP DOES HE/SHE HAVE WITH OTHERS IN OUR COMPANY?:

26. WHO ARE THEY? :

27. IS IT A GOOD RELATIONSHIP? WHY?:

28. WHAT OTHER PEOPLE IN OUR COMPANY KNOW THE CUSTOMER?:

29. TYPE OF CONNECTION NATURE OF RELATIONSHIP:

30. WHAT DO YOU FEEL IS HIS/HER LONG-RANGE BUSINESS OBJECTIVE?:

31. WHAT DO YOU FEEL IS HIS/HER IMMEDIATE BUSINESS OBJECTIVE?:

32. WHAT DO YOU THINK IS OF GREATEST CONCERN TO THE CUSTOMER AT THIS TIME–THE WELFARE OF THE COMPANY OR HIS/HER OWN PERSONAL WELFARE?:

33. DOES THE CUSTOMER THINK OF THE PRESENT OR THE FUTURE?:

SPECIAL INTERESTS

34. CLUBS, FRATERNAL ASSOCIATIONS OR SERVICE CLUBS (Masons, Kiwanis, etc.):

35. POLITICALLY ACTIVE/PARTY?:

IMPORTANT TO CUSTOMER:

36. ACTIVE IN COMMUNITY/HOW:

37. RELIGION/ACTIVE:

38. HIGHLY CONFIDENTIAL/SENSITIVE ITEMS NOT TO BE DISCUSSED WITH CUSTOMER (i.e.: Divorce, AA Member, etc.):

39. ON WHAT SUBJECTS (OUTSIDE OF BUSINESS) DOES THE CUSTOMER HAVE STRONG FEELINGS?:

LIFESTYLE

40. MEDICAL HISTORY (Current Condition of Health):

41. DOES CUSTOMER DRINK? IF YES, WHAT AND HOW MUCH?:

42. IF NO, IS CUSTOMER OFFENDED BY OTHERS DRINKING?:

43. DOES CUSTOMER SMOKE? IF NO, OBJECT TO OTHERS?:

44. FAVORITE PLACES FOR LUNCH :

DINNER:

45. FAVORITE ITEMS ON MENU :

46. DOES CUSTOMER OBJECT TO HAVING ANYONE BUY HIS/HER MEAL?:

47. HOBBIES AND RECREATIONAL INTERESTS:

48. VACATION HABITS:

49. SPECTATOR SPORTS INTEREST: SPORTS AND TEAMS:

50. WHAT KIND OF CAR(S):

51. CONVERSATIONAL INTERESTS:

52. WHOM DOES THE CUSTOMER SEEM ANXIOUS TO IMPRESS?:

53. HOW DOES HE/SHE WANT TO BE SEEN BY THOSE PEOPLE?:

54. WHAT ADJECTIVES WOULD YOU USE TO DESCRIBE THE CUSTOMER?:

55. WHAT IS HE/SHE MOST PROUD OF HAVING ACHIEVED?:

56. WHAT DO YOU FEEL IS THE CUSTOMER’S LONG-RANGE, PERSONAL OBJECTIVE?:

57. WHAT DO YOU FEEL IS THE CUSTOMER’S IMMEDIATE PERSONAL GOAL?:

THE CUSTOMER AND YOU

58. WHAT MORAL OR ETHICAL CONSIDERATIONS ARE INVOLVED WHEN YOU WORK WITH THIS CUSTOMER?:

59. DOES THE CUSTOMER FEEL ANY OBLIGATION TO YOU, YOUR COMPANY OR YOUR COMPETITION?:

IF SO, WHAT?:

60. DOES THE PROPOSAL YOU PLAN TO MAKE TO HIM/HER REQUIRE THE CUSTOMER TO CHANGE A HABIT OR TAKE AN ACTION THAT IS CONTRARY TO CUSTOM?:

61. IS HE/SHE PRIMARILY CONCERNED ABOUT THE OPINION OF OTHERS?:

62. IS HE/SHE VERY SELF-CENTERED? HIGHLY ETHICAL?:

63. WHAT ARE THE KEY PROBLEMS AS THE CUSTOMER SEES THEM?:

64. WHAT ARE THE PRIORITIES OF THE CUSTOMER’S MANAGEMENT?:

65. CAN YOU HELP WITH THESE PROBLEMS? HOW?:

66. DOES YOUR COMPETITOR HAVE BETTER ANSWERS TO THE ABOVE QUESTIONS THAN YOU HAVE?:

ADDITIONAL NOTES (attach pages if necessary)

Mackay Envelope Corporation
Minneapolis, Minnesota
Copyright, 1983