IDENTIFY PAIN: Prospect Qualifying Questions
Identify Pain questions to ask the prospect at grey moving to yellow
Status Grey – No business pain has been identified
Guiding Light Principle: Awareness
The Prospect may be interested in your offering, but so far you have not been able to associate your capabilities with an important business pain.
- Tell me what you like about your current situation?
- Explain to me what you are most proud of?
- Describe to me the impact you have on Revenue Cost or Risk – R-C-R?
- Tell me what you would change if you had a Magic Wand?
- Explain to me what you would address 1st, 2nd or 3rd?
- Describe to me what the business outcomes would be if you addressed those needs?
Identifying Pain questions to ask the prospect at yellow moving to green
Status Yellow – Identified issue or opportunity we can impact, meaningful to EB or verified as a priority to the org. Note: EB can still be at status grey.
Guiding Light Principal: Agreement
Documented business pains we can affect and uncovered the consequences of those pains, Verified pains with the contacts and or positioned pains relative to known priorities of the Prospect’s business.
- Tell what areas have you identified that you think we can help?
- Explain to me which ones are most important?
- Describe which ones are most important to upper management?
- Tell me how you would rank them?
- Explain to me which ones are tied to existing initiatives for improvement?
- Describe to me what the EB is aware of?
- Tell me how you would educate the EB?
Identify Pain questions to ask the prospect at green.
Status Green – Identified pain relative the EB’s priorities and have identified a compelling event which is driving a sense of urgency
Guiding Light Principle: Action
In addition to the rigor applied to I = Grey, you have also verified that the business pain we’re addressing is a priority of the EB to address. You have identified some event that is driving their timeline and urgency. Note: In order to achieve I=Green, you must have at a minimum EB= Yellow and Dp = Yellow.
- Tell me who are the “Victims” of the current process?
- Explain to me:
- Who benefits the most if you change?
- Who hurts the most if it stays the same?
- Describe to me who has to be involved to get this addressed?
- Tell me what is more important than this?
- Explain to me who cares about this?
- Describe to me the “Consequences” of doing nothing?