mistamor
If you had to choose only 3 questions to ask in discovery, what would you choose?
12
1) Can you list out the top metrics/use cases you will base this evaluation against?
2) What will the evaluation process look like? POC, independent testing, etc.
3) If we go through the evaluation process you just described and meet the requirements you laid out, who needs to be involved to ultimately approve a purchase, and how can we help you make a successful case to get that approval?
2) What will the evaluation process look like? POC, independent testing, etc.
3) If we go through the evaluation process you just described and meet the requirements you laid out, who needs to be involved to ultimately approve a purchase, and how can we help you make a successful case to get that approval?
1) Let's say you had 1-wish - boom, a genie comes out of a lamp, and says "If you tell what the hardest things you deal with at work daily, both you and your peers, I'll fix everything you request". What would you say?
2) Of all of that, what is your company prioritizing to improve?
3) Typically, a team usually makes the final decision on these sorts of things. If that's how your company is, the best use of time would be to have a conference call with everyone involved. That way, I can discuss how we can solve x,y,z - and then uncover any additional roadblocks from taking the next steps. When is the next time everyone can join a call?
2) Of all of that, what is your company prioritizing to improve?
3) Typically, a team usually makes the final decision on these sorts of things. If that's how your company is, the best use of time would be to have a conference call with everyone involved. That way, I can discuss how we can solve x,y,z - and then uncover any additional roadblocks from taking the next steps. When is the next time everyone can join a call?
Ooooo, I like this post!
Hoping this gets more comments because I think this could be really interesting.
Let me ponder this for a sec and circle back.
Hoping this gets more comments because I think this could be really interesting.
Let me ponder this for a sec and circle back.
The first question I always ask is "what prompted you to take this meeting/call/etc?" Many times they divulge a ton of great information
What are your short term goals?
What do you like about your current solution? If you could change one thing what would it be?
What does success look like to you?
What do you like about your current solution? If you could change one thing what would it be?
What does success look like to you?
The "success" question is something I ask but I narrow it down.
"If you were to go with our platform, what would success look like to you in the first 90 days?"
"If you were to go with our platform, what would success look like to you in the first 90 days?"
That's why I love asking it - you can tailor it to the vertical and product you're repping at the time. Very nice mistamor 😎
1. Why are we talking today? (Find the pain)
2. How important is this to you? (Understand how big of a priority this is)
3. Let’s say that we can help you solve *pain from 1*. Can you walk me through in detail what the ideal steps and timeline starting from this conversation to getting *pain from 1* solved would look like to you? (Understand how the customer would want to move forward along with internal processes and timeline to close the deal)
2. How important is this to you? (Understand how big of a priority this is)
3. Let’s say that we can help you solve *pain from 1*. Can you walk me through in detail what the ideal steps and timeline starting from this conversation to getting *pain from 1* solved would look like to you? (Understand how the customer would want to move forward along with internal processes and timeline to close the deal)
Typically, a team usually makes the final decision on these sorts of things. If that's how your company is, the best use of time would be to have a conference call with everyone involved.
The first question I always ask is "what prompted you to take this meeting/call/etc?" Many times they divulge a ton of great information
1) Why are we having this call?
2) Why are we having this call today, as opposed to 6 months ago, or 6 months from now?
3) What’s your schedule look like next week for a follow up call to discuss this on a more technical level and provide a platform overview and demo?
Always gotta have a Next Step. 👍🏻
2) Why are we having this call today, as opposed to 6 months ago, or 6 months from now?
3) What’s your schedule look like next week for a follow up call to discuss this on a more technical level and provide a platform overview and demo?
Always gotta have a Next Step. 👍🏻
Why did you decide to jump on the call??
What are your targets and goals?
what’s currently preventing you from hitting said targets and goals?
What are your targets and goals?
what’s currently preventing you from hitting said targets and goals?
1 - What are your most urgent priorities at the moment?
2 - In a perfect world, what does the solution to those problems look like?
3 - Imagine we could (insert perfect solution), what would it mean for you and your business?
Then pitch for your life.
2 - In a perfect world, what does the solution to those problems look like?
3 - Imagine we could (insert perfect solution), what would it mean for you and your business?
Then pitch for your life.
1) Why? Why are we having this call and why now?
2) If you could snap your fingers and solve the biggest issue you have right now what would that be?
3) When you evaluate a new process or technology what has it looked like in the past. Can you walk me through from start to finish?
2) If you could snap your fingers and solve the biggest issue you have right now what would that be?
3) When you evaluate a new process or technology what has it looked like in the past. Can you walk me through from start to finish?
Why Now?
Why Us?
Who signs? (smirk emoji)
Why Us?
Who signs? (smirk emoji)
1. If you're using or have tried a tool to solve this problem before, where did they fall short?
2. What metric matters the most and how much is it costing you?
3. If you had a magic wand, what 1 thing would you change in your org with my product?
2. What metric matters the most and how much is it costing you?
3. If you had a magic wand, what 1 thing would you change in your org with my product?
The first question I always ask is "what prompted you to take this meeting/call/etc?" Many times they divulge a ton of great information
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