Identify Pain section: 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?