In my Information vs. Insight post, I shared a few “must ask” questions as it relates to discovering whether there is a business case for change. As you would imagine, there is also a proven list of “must ask” questions which will help you understand the buyer’s decision process. These questions include:
How are you planning to sell this recommendation internally?
What are the steps?
What other parts of the organization will be most affected by this potential change?
Who specifically will be involved? What are their decision criteria? What’s the best way to meet with them?
In the past, have you had a similar recommendation that you proposed? What was that process like? What was the outcome?
Best practice is to have a list of “must ask” questions for each stage of the sales cycle. This will ensure that you discover the appropriate level of information and insight in order to help your client/prospect make the most informed decision which is in the best interest of their organization.