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515 E Las Olas Blvd., Ste. 120,
Fort Lauderdale, FL 33301

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Headquarters

515 E Las Olas Blvd., Ste. 120,
Fort Lauderdale, FL 33301

How to determine a prospect’s needs?

Resources

You have to ask the right questions in order for you and your prospect to be on the same page.

OPENING QUESTIONS

  • Do we need to include any other decision-makers?
  • What would your ideal solution look like with no budget constraints?
  • Why is this a priority for you now?
  • What challenges take place in your sales process?
  • Are you currently using another solution? If so, why are you switching?
  • Has your team tried to use a similar product? If so, how did it go?
  • How can I make this process as easy as possible?
  • What’s your approximate budget for this project?
  • What challenges have you experienced in the past year?

WHAT ARE THEIR NEEDS?

  • What are your short-term goals? Long-term goals?
  • What is your team hoping to accomplish in the next year?
  • What do you perceive your needs to be? How important are they?
  • Do you struggle with [common pain point]?
  • Which resource could you use more of?
  • Who are you working with now? Why did you choose that vendor?
  • Where would you put the emphasis regarding price, quality, and service?
  • What level of service are you looking for?
  • What do you like (or dislike) about your current vendor/agency?
  • What do you look for in the companies you do business with?

CLOSING QUESTIONS

  • What will it take for us to do business?
  • How soon can we begin?
  • What is my best shot at winning your account?
  • (If they’re a returning customer) What impressed you the most?
  • What’s the best time to touch base about the next steps?
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