Here are questions you can adapt or use as-is on your calls.
· "What are some of your responsibilities in this position?" (Helps you understand how they are evaluated in their job, and how you can help them)
· "What process did you go through in selecting your present vendor?" (Gives you an idea of how difficult it might be to win the business?)
· "How are you handling _______ now?" (Fill in with a problem they likely are experiencing, or one you think they might encounter.)
· "What are you doing about it?" (If they say, "Nothing," ask the next questions.)
· "What effect is that having on your business, and other departments?"
· "What is it costing you?"
· "What will happen if you do nothing?"
· "What is keeping you from solving the problem?" (These are all designed to help embellish and magnify the problem so they see it as being severe enough to do something about.)
· "What do you see as possible solutions?" (To get their idea of what they'd like to do.)
· "What do you think is the best solution?" (Narrows it down.)
· "Why is that one most important to you?" (Gives their emotional reason. Helps them sell themselves.)
· "If you decided to go that route, what is the overall decision making process?" (Gives you an idea of what channels you might have to go through.)
· "Who else might be involved?" (Gives you the names of other players.)
· "Will they go along with your decision or recommendation?"
