• Technical questions aimed at uncovering technical issues / pain


• Decision questions aimed at uncovering what the decision is

Show Notes:

Technical Questions:

• What would happen if you lost data on a server?


• Do you feel like there is any functionality missing from your current technology?


• What happens when people have mobility issues?
  
  
  
  • How do they get support?
  
  
  
  


• What happens when someone runs into virus problems or SPAM issues


• Tell me about the last time that you had a performance problem
  
  
  
  • Were you sluggish or were you really down?
  
  
  
  

Decision Questions:

• Who in your organization is responsible for the end result?


• Do you feel like you have to cover for your provider when things don’t go right?


• Does your boss / business partners know how hard you have to work on this?


• If they did, do you think that would change anything?


• Would you be willing to pay more and switch vendors if you could get closer to a 9 or a 10 experience with you technology?
  
  
  
  • Would you boss / partner agree?
  
  
  
  


• What is the time scale for making a decision?


• What are the key criteria for deciding?


• If you had to choose right now what would you decide? / What is your gut telling you?