Plan to Win Questions

Category Questions Plan/Tools

Sales Objective: What will a successful sale look like?

Current State, What is the customer using now? Levels of Questioning

Problems, and Why are they doing it?
Opportunities: How is the current solution working?
What is the customer trying to improve?
What does the customer want that they
don’t have today?
What are they experiencing that we
could help with?
What does future success look like?
Needs: What are the committee’s needs? Strategy Worksheet
What’s the priority order of their needs?
Are the needs important enough to drive
change?
How do individual needs vary?
Whose needs must we influence?
Which needs must we raise in value?
Competition: Where do we have competitive SVOT Analysis
advantage?
Where do we have competitive
vulnerability?
Where do we have an opportunity to
create more advantage?
Where can we minimize a threat?
Organizational What would prevent change? Research
factors: What mandates, directives, or standards
affect this sale?
Decision- Who votes and why? How many voters
making: are there?
Who can overrule the committee’s
decision?
Whose votes influence the most votes?
Who is likely to be influenced by the
group’s lean?
Who doesn’t vote but has informal
influence?