The Secret to Sales is Relationship

The Secret to relationship selling: High Quality Discover Calls. 

These questions should be separated into four subsections: setting the stage, qualify, disqualify, and next steps. 

Tell me about your company.

Tell me about your role. What do you do day-to-day?

What metrics are you responsible for?

Tell me about your goals (financial, customer-related, operational).

When do you need to achieve these goals by?

What problem are you trying to solve?

Are you having problems in [area as relates to the product]?

What’s the source of that problem?

Why is it a priority today?

Why hasn’t it been addressed before?

What do you think could be a potential solution? Why?

What would a successful outcome look like?

If you didn’t choose a product, do you have a plan in place to address this problem?

What are your primary roadblocks to implementing this plan?

What’s your timeline for implementation?

Is this problem funded?

Whose budget does the funding come from?

Is the budget owner an “executive sponsor”?

Who else will be involved in choosing a vendor?

Do you have written decision criteria for choosing a vendor? Who compiled these criteria?

Have you purchased a similar product before?

Is this a competitive situation?

What’s the process for actually purchasing the product once you decide on it? 

Are there legal or procurement reviews?

What are potential curve balls?

How can I help make this easy?

How will this solution make your life better?

What are your organization's goals for the year?

If you implement this solution, how do you hope things are different in one year?