An effective example of this technique is to include a one dollar bill, golf balls, or some other bit of marketing paraphernalia with survey. Anything that would make prospect feel guilty if they do not complete form. The other technique is to offer a free membership. Product, or tool when survey is returned.

Finally, format of questionnaire should be not appear to be too invasive on prospect's privacy. It should have questions that can easily be answered, and create more interest in your product. Remember, intent of survey is to qualify prospect, not uncover their deepest driving need. Some of most effective formats used present questionnaire as a marketing survey. Marketing surveys give prospect impression that they are helping your company, without giving information that could be used against them.

The direct mail questionnaire is an effective tool to make initial contact with your prospect and gather essential data in qualification process. From that point, personal contact can be used to establish rapport, further introduce your product, and finally, close sale.

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There is a great deal of power and wisdom in what ancient Greeks understood. In your sales career you are not asked to commit to battle, but make no mistake, commitment is required. Your battles are not fought on enemy shores but within confines of your own mind. There is a need to commit to self and to career. Until you have made decision to be fully committed, there is hesitancy and opportunity to draw back. The moment one defiantly commits oneself, magical things happen. The true underlying motivation for all success is a deep and unwavering commitment to task at hand. If you are being pushed around mentally by thoughts of fear, anxiety and worry, it’s time to “burn your boat” and become fully committed to your sales career.