Champion questions to ask the prospect at red moving to yellow
Status Red – No champion and no potential champions identified.
Guiding Light Principle: Select & Identify – You may have “friends” within the account but you have no indication yet if these “friends” have any influence, or access to the EB, or a personal win tied to your solution.
- Tell me how you would describe what we do to your management?
- Explain to me who would care most about this?
- Describe how solving this issue impacts:
- The Company
- The Key Stake Holders
- The EB
- You
- Tell me which executives do you think would be most interested in what we do?
- Explain to me how you dealt with them before?
- Describe to me when you would sponsor a meeting for us with the EB?
Champion questions to ask the prospect at yellow moving to green
Status Yellow – Identified potential champion, but haven’t confirmed personal win and or tested as champion.
Guiding Light Principal -Engage & Develop – A Potential Champion has emerged from the pack as a “Change Agent” who will tell you the truth and share important information. You are aware that this Potential Champion NEEDS your solution and you’re aware of his Personal Win. This Potential Champion has access to the EB or has a clear plan to gain access.
- Tell me what is the value for you if we’re selected?
- Explain to me what the consequences are if nothing is done?
- Describe who the key people that will need to be engaged in order for this to happen?
- Tell me who has to be involved get those people involved?
- Explain to me how we can work together to improve the Dc?
- Describe to me what the financial justifications are that will need to be completed in order for you to take ownership of the solution?
- Explain to me how those items are reflected in the Dc & the Dp?
- Describe to me how you can help us present the metrics to reflect the Positive Business Outcomes we discussed?
Champion questions to ask the prospect at green.
Status Green – One or more champions validated w/ personal wins tied to us winning – Note: For C=Green, EB must be greater than Yellow or Green.
Guiding Light Principle:Leverage & Test – The individual or individuals have emerged and you have seen tangible evidence of their support such as: Sponsoring meetings with the EB, Modifying decision criteria, Adding or removing events in the decision process & / or Assisting in the development, authoring & distribution of Metrics, Success Stories or ROIs.
- Tell me where we are at?
- Explain to me what the decision would be if you made it right now?
- Describe to me what the impact would be if we withdrew from the Buying Process?
- Tell me who would care?
- Explain to me what the consequences would be?
- Describe to me how you would forecast this opportunity if you were me?
- Tell me what the risks of a wrong decision are?
- Explain to me why you think we are the best and safest solution?
- Describe to me the consequences of No Decision?
- Review MEDDIC with him/her and identify your risks and vulnerabilities.
- Collaborate and prioritize your plan of action so that the Customer wins, the Champion wins & you win!