-
How much background and confidence do your
salespeople or consultants have in general business knowledge as
well as the specific industry and domain knowledge relevant to the
prospect? What are they and you doing to upgrade their knowledge
and skills in this area?
-
Can they credibly discuss your own company’s business
strategy at an executive level?
-
Do they know what resources beyond standard products
and services that your company is willing to extend to clients to
enrich the overall value proposition? Do they know how to access
those resources?
-
How are they gaining access to prospect executives?
Do they and you understand the pro’s and con’s of each of the
possible approach methods?
-
How much time are they dedicating to preparing for
the first meeting? What information sources are they using to do
their preparatory work?
-
How are they structuring their initial business
meetings? What percentage of time are they dedicating to
understanding the prospect’s business and their needs, versus
educating them on your company and solutions?
-
Can they probe for business issues, needs and
critical initiatives in a natural and conversational way which
communicates interest in the prospect’s business success?
-
How skilled are they in framing the business needs
and reframing as necessary to surface a complete picture of the
business situation? Are they willing and able to push back
appropriately to get to root business issues?
-
How skillfully do they feed back what they’ve heard
and use it to validate their understanding, build credibility, and
extend the conversation to gain further insight?
-
How skillfully can they translate the benefits of
their solution to relate directly to the stated business drivers and
key initiatives of the prospect and in terms of the prospect’s most
important business metrics?
