Seeking to sell your product or service to larger customers? Trying to gain early adopters.
Here are 10 questions that you must ask to help you succeed in both understanding and selling to business customers.
- Who else must be consulted with or provide approval for a purchase decision to be made?
- Who are your key “customers” be they internally or externally? What are their key priorities?
- What does the corporate purchase process look like?
- What are your key business objectives this year? Will they change next year?
- What are the business indicators by which your company and/or business unit will be evaluated? How will you know you have achieved success?
- What are the three biggest challenges your company (and/or business unit) is experiencing?
- What will overcoming these challenges mean for:
a. Your company/business unit?
b. You individually?
- When considering to purchase a product or service offering:
a. With whom might you speak with for their opinion/advice?
b. How would you find and research the alternatives?
- Who within your industry do you highly regard and refer to for their insights on industry/market trends and points of view?
- What specific criteria must my company and our offering meet for your company to buy from us? How must we demonstrate that we meet these criteria?
Answering these questions will provide your tech start-up or SME with considerable insight into the following:
- Who makes the decision to buy?
- What is important to buyers?
- How do they buy?
- What do they expect from you?
Armed with this knowledge, you will be able to acquire the business customers and sales you seek.
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