Leadership Questionnaire Report - media.briantracymedia. contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy. LEADERSHIP QUESTIONNAIRE

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  • How to Successfully Lead Your Business and Team To Success

    LEADERSHIPQUESTIONNAIRE

  • LEADERSHIP QUESTIONNAIRE

    The only limit to our realization of tomorrow will be our doubts of today.

    Let us move forward with strong and active faith.

    (Franklin Delano Roosevelt)

    T he best leaders are those who have a complete and intimate understanding of every facet of their business and industry. Leaders know everything about their own companies (its strengths and weaknesses, for example), their customers, their

    competition, and the business environment in which they operate.

    This chapter features a complete leaders questionnaire that covers all the major

    strategic and management issues that leaders will need to address. Some of the

    questions will be familiar; many will not.

    Every leader should be able to answer these ques-

    tions with confidence, without hesitation. If you

    do not know the answers, or if you are unsure, it

    is important that you find out as soon as possible.

    Without the answers to these questions, or with the

    wrong answers, you will make mistakes in marketing,

    sales,and business strategy that can be fatal to your

    business.

    Once youve answered the questions, review your answers with the leadership staff

    and the other personnel in your business, who will be in the best position to confirm

    the truth of your answers. Be sure that you all agree.

    Only a leader can ask the tough questions that everyone needs to answer.

    Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.

    L E A D E R S H I P Q U E S T I O N N A I R E | B R I A N T R A C Y 1

  • After each question, you will find an explanation of the context of that question: why

    that question is important to the success of your company. In some cases, the explana-

    tion will include additional questions that will help you think not only about what is, but

    what could be or should be.

    As Larry Bossidy writes, Only a leader can ask the tough questions that everyone needs

    to answer, then manage the process of debating the information and making the right

    trade-offs. And only the leader whos intimately engaged in the business can know

    enough to have the comprehensive view and ask the tough, incisive questions.

    Here are the tough questions that you and the team you lead will need to answer:

    1. What business are you really in? What does your company actually do for your customer to improve his or her life or work? 1. __________________________________________________________

    2. __________________________________________________________

    3. __________________________________________________________

    Customers do not buy products or services; they buy improvement. They buy

    what you sell in anticipation of being better off in some way in the future. If

    this expected improvement is unclear or undesired, customers refrain from

    buying, or buy from someone else.

    Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.

    L E A D E R S H I P Q U E S T I O N N A I R E | B R I A N T R A C Y 2

  • 2. What is the mission of your company or firm? Your mission should be stated in terms of what you want to achieve, avoid, or preserve for your customers.

    1. Achieve? __________________________________________________

    2. Avoid? ____________________________________________________

    3. Preserve? __________________________________________________

    A mission is something that can be clearly defined and can be accomplished.

    It contains both a measure and a method. It is always defined in terms of your

    customer. And the simpler it is, the easier it is for your people to understand

    it and get behind it. AT&Ts mission was to install a telephone in every home

    and office in America.

    3. How do your customers talk about your company, think about your company, or describe your company to others? What words do they use?

    1. __________________________________________________________

    2. __________________________________________________________

    3. __________________________________________________________

    Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.

    L E A D E R S H I P Q U E S T I O N N A I R E | B R I A N T R A C Y 3

  • This is referred to as your positioning in the hearts and minds of your exist-

    ing and prospective customers. The words that people use when they think

    about your company, and your products and services, largely determine

    whether they buy or not. The choice of these words cannot be left to chance.

    If you are not satisfied with the current answer to this questionwith the

    words that customers are using todaythen ask yourself what words you

    would want them to use. What could you do to create this new perception?

    4. Who is your perfect customer? Describe him or her demographically, in terms of age, income, education, occupation, location, and whichever other factors are appropriate for your industry.

    1. Age? _____________________________________________________

    2. Income? __________________________________________________

    3. Occupation? _______________________________________________

    4. Education? ________________________________________________

    5. Needs or problems? _________________________________________

    6. Family? ___________________________________________________

    7. Other factors? ______________________________________________

    Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.

    L E A D E R S H I P Q U E S T I O N N A I R E | B R I A N T R A C Y 4

  • 5. Describe your perfect customer psychographically. How does he or she think and feel in relation to buying what you sell? 1. Desires? ___________________________________________________

    2. Fears? _____________________________________________________

    3. Hopes? ___________________________________________________

    4. Attitudes? _________________________________________________

    5. Expectations? ______________________________________________

    6. Objections? ________________________________________________

    6. What does your perfect customer consider of value? What benefits does your customer seek or expect in dealing with you? 1. __________________________________________________________

    2. __________________________________________________________

    3. __________________________________________________________

    Customers only buy when they feel that the benefits or rewards of buying your

    product will be greater than those they would receive if they bought from your

    competitor.

    Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.

    L E A D E R S H I P Q U E S T I O N N A I R E | B R I A N T R A C Y 5

  • 7. What are your companys core competencies? What special skills or abilities does your company possess that enable you to fulfill the needs of your customer?

    1. __________________________________________________________

    2. __________________________________________________________

    3. __________________________________________________________

    A core competency is something that you do that enables you or your com-

    pany to produce and sell a product in a competitive market. It is a skill or

    ability that you already have or which you can either hire from the outside

    or develop internally.

    8. What does your company do extremely well? In what areas do you perform in an exceptional fashion? What makes you superior to your competitors?

    1. __________________________________________________________

    2. __________________________________________________________

    3. __________________________________________________________

    To succeed in tough markets, you must be superior in at least three ways,

    such as higher quality, better or faster customer service, greater ease of use,

    or some other factor. What are yours? What could they be?

    Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.

    L E A D E R S H I P Q U E S T I O N N A I R E | B R I A N T R A C Y 6

  • 9. Who are your competitors? Who else sells your same product or service to your prospective customers? 1. __________________________________________________________

    2. __________________________________________________________

    3. __________________________________________________________

    The actions and decisions of your competitors determine how much you

    can charge, how much you sell, how much you earn, your rate of growth,

    and the future of your business. You should know and understand them and

    what they are doing at all times.

    10 Who are your biggest or main competitors? 1. __________________________________________________________

    2. __________________

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