Identify Pain section: Inspection questions
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 how you have researched the industry & company?
- Explain to me what the top of mind issues and priorities are within the Industry in general and specifically the company you are calling on?
- Describe to me the metrics proof points you will use to illustrate our ability to solve similar issues?
- Tell me what are the objections you may get when trying to uncover various pains?
- Explain to me your line of questioning you have prepared that will force you to focus on the customer, persuade through involvement and earn the right to solve the problem?
- Describe to me some of the activities the customer is engaged in that will enable you to connect our capabilities with?
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 Staus of Red.
Guiding Light Principal – Acceptance- Documented business pains we can affect and uncovered the consequences of those pains, Verified pains with the stakeholders and/or positioned pains relative to known priorities of the prospect’s business.
- Tell me the business pains you uncovered?
- What the cost is if they do nothing?
- Describe to me how these pains connect to any stated priorities of the EB?
- Explain to me who stands to gain the most if they change?
- Describe to me who stands to lose the most if they change?
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 = Red, 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 how the champion will describe the cost of doing nothing to the Eb?
- Explain to me how the EB is impacted by the current situation?
- Describe to me how the current situation is impacting a compelling event that the key stakeholders care about?
- Tell me what the compelling event is?