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🔍 Post-Meeting Checklist: Self-Assessment After Every Sales Call

This checklist is designed to help sales reps, coaches, and closers evaluate every sales call to identify where the conversation succeeded—and where it broke down. The goal is to build awareness, refine skill sets, and consistently improve call performance through regular, intentional review.

✅ Why This Matters

Without a structured self-assessment process, sales reps risk repeating the same mistakes. Reviewing each call using this checklist ensures you identify:

  • Missed opportunities

  • Gaps in emotional connection

  • Weak presentation moments

  • Misalignment with client goals

Over time, this will lead to better conversions and more confident sales calls.

📋 The Post-Meeting Checklist

1. 🧩 Did I identify a solvable problem?

  • The problem must be one your program can actually fix.

  • If not, pitching becomes irrelevant.

2. 💥 Did I expand the problem using emotional context?

  • Did I follow the Pain Expansion Sequence?

  • Did the lead become emotionally engaged when discussing the problem?

3. 🛑 Did they realize their current path is broken?

  • Did the lead admit their current strategy isn't working?

  • Was there a clear “aha” moment or realization?

4. 🎯 Did I help them create a clear, time-bound goal?

  • What does success look like in 4–6 months?

  • What does success look like in 3–4 years?

  • Did I frame this with urgency and relevance?

5. 🧠 Did I elevate the conversation to mission/identity?

  • Did I explore what achieving their goal means beyond just the result?

    • Identity

    • Confidence

    • Family impact

    • Contribution to others

6. ⏰ Did I create urgency around timing?

  • Why solve this now?

  • Why not 12 months ago?

  • What is the cost of delaying another year?

7. 💪 Did I get verbal confirmation of their commitment?

  • Did they tell me they’re ready to act, change, and do hard things?

  • Was there emotional buy-in?

8. 💸 Did they understand the cost of inaction?

  • Financially?

  • Emotionally?

  • Socially?

  • Health-wise?

  • Morally?

9. 🧱 Did I clearly present the solution?

  • Do they believe your pillars solve the problem?

  • Do they see your program as a category of one—not comparable to other options?

🧠 Pro Tip

If a call doesn't convert, go back and run through this checklist. Ask:

“Where did I lose the thread?”
“Did I skip a checkpoint?”
“Did I go out of order?”

Then review the script, practice new language for that section, and role-play the scenario again. The more reps you do, the closer you’ll get to mastering the sales flow.

📎 Use Case

Sales team leads and managers can also use this checklist to coach reps during weekly reviews and call audits.

🔁 Next Steps

  • Record your calls (ethically).

  • Review every no-sale conversation within 24 hours.

  • Complete this checklist after each call.

  • Adjust your language, tone, or sequence where needed.

  • Keep iterating.

If you're not converting—this checklist is the first place to look. Master it, and success will follow.