COMPETITION: Prospect Qualifying Questions
Competition questions to ask the prospect at grey moving to yellow
Status Grey – trying to identify the Competition
Guiding Light Principle: Identification
Understanding who your competition is, is very valuable to ensuring that you win the prospects business.
- Do you currently have a contract with another company for this project?
- What other providers are you looking into for this solution?
Competition questions to ask the prospect at yellow moving to green
Status Yellow – plan to neutralize the competition
Guiding Light Principal: Neutralize
You must influence the criteria to favor you, set traps for the competition, and gain consensus & help you avoid “No Decision”.
- How does our solution compare to the competitors?
- Where does Planet excel compared to the competition, and where do we fall behind?
- Does the competition have any unique differentiators that are vital to this project?
- Which of Planet’s unique differentiators are most important to this project?
- What aspects of the solution are most important to you?
Competition questions to ask the prospect at green.
Status Green – competition is eliminated.
Guiding Light Principle: Elimination
You have been able to identify the competition, set a plan to neutralize the competition, and are influencing the criteria to ensure that Planet will win the deal.
- Are we ready to move forward in this process?