Podcast 9 What are their issues? Questioning to find their needs part 2
Update: 2018-11-14
Description
Be prepared with your standard fact finding questions
Areas to cover:
1) Questions around the problem you have the meeting for
2) Questions around impact of those problems and how they effect your contac
3) Questions around other potential solutions, future products you can offer them
4) Questions around the pain they are trying to solve and why
5) Questions around decision makers and processes to get to a signature
6) Questions around the road blocks – people and step(s) in the process
7) Questions around timeframes, finances, etc
Find out their approval process, possible hurdles, organizational approvals
trial close
Close for the next steps and timeframe
Areas to cover:
1) Questions around the problem you have the meeting for
2) Questions around impact of those problems and how they effect your contac
3) Questions around other potential solutions, future products you can offer them
4) Questions around the pain they are trying to solve and why
5) Questions around decision makers and processes to get to a signature
6) Questions around the road blocks – people and step(s) in the process
7) Questions around timeframes, finances, etc
Find out their approval process, possible hurdles, organizational approvals
trial close
Close for the next steps and timeframe
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