Economic Buyer section: Prospect qualifying questions
Economic Buyer questions to ask the prospect at red moving to yellow
Status Red – No knowledge of or access to EB
Guiding Light Principle: Knowledge. While you may have encountered people who claim to be the “decision maker” or the “budget owner” it is not clear who has the final approval to make the investment.
- Tell me if this is a budgeted project?
- Explain to me who grants the budget owner approval to spend the funds?
- Describe to me when an investment of this type goes all the way to Mr. Wilson’s office or would it have to go to the Board?
- Tell me what the compelling event is that causing you to look at this now?
- Explain to me what you would have to see for an ROI to move forward on this?
- Describe to me who would have to be involved to approve a purchase of this nature?
Economic Buyer questions to ask the prospect at yellow moving to green
Status Yellow – Know who EB is; gaining access to EB; not sure of PBO’s .
Guiding Light Principle – Access – It is now time to test your champion. You know who the EB is but you have not met with him or her. You have reason to believe that your solution can impact a key business need of the EB. You have someone offering to Champion you to the EB, but that meeting has not yet occurred.
Questions between you and your Champion:
- Tell me why now is the best time to get your Economic Buyer involved?
- Explain to me how you will engage with the EB to set up a meeting?
- Describe to what they are most interested in learning about this solution
Questions to the Economic Buyer
- Tell me what a great outcome to this meeting would be for you?
- Explain to me what you understand our solution to do?
- Describe to me the problem you hope it addresses?
- Tell me what your requirements are?
- Explain to me what the ideal organization is that you want to be aligned with to address this initiative?
- Describe to me what kind of supported financial results would you need to see from our test?
- Tell me how you want to review the results?
- Explain to me who in your organization you want to quantify the results?
- Describe to me in terms of frequency, regularity & schedules how you want us to communicate?
Economic Buyer questions to ask the prospect at green.
Status Green – Access to EB and knowledge of PBO’s.
Guiding Light Principle: Sponsorship – You’ve met with the EB. They have confirmed that your solution addresses a business issue that they care about. They provided some guidance on their financial criteria to take action. They have agreed to provide oversight to the buying process and you have a plan to maintain contact.
- Tell me what you think of the results?
- Explain to me what the decision process is from here?
- Describe to me when you want to start realizing the gains from this investment?
- Tell me what additional stakeholders will benefit the most from these results?
- Explain to me how you make them aware of these results?
- Describe to me how this will advance you towards delivering better solutions to your key stakeholders?