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  • Sales Cycle

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    Gregg Producer
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    This document outlines the key questions to ask at each stage of the sales cycle, including prospecting, discovery, qualify, propose, and close. During discovery, questions focus on understanding the client's needs, budget, requirements, and pain points. The qualify stage involves understanding stakeholders, competition, and sponsorship. Propose questions center around validating the solution fit and ROI. Close involves directly asking for the business.

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    This document outlines the key questions to ask at each stage of the sales cycle, including prospecting, discovery, qualify, propose, and close. During discovery, questions focus on understanding the client's needs, budget, requirements, and pain points. The qualify stage involves understanding stakeholders, competition, and sponsorship. Propose questions center around validating the solution fit and ROI. Close involves directly asking for the business.

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    © All Rights Reserved
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    5 views2 pages

    Sales Cycle

    Uploaded by

    Gregg Producer
    This document outlines the key questions to ask at each stage of the sales cycle, including prospecting, discovery, qualify, propose, and close. During discovery, questions focus on understanding the client's needs, budget, requirements, and pain points. The qualify stage involves understanding stakeholders, competition, and sponsorship. Propose questions center around validating the solution fit and ROI. Close involves directly asking for the business.

    Copyright:

    © All Rights Reserved
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    Sales Cycle

    Is there an opportunity? - correct answer Prospecting

    Where is the client in the purchase process? - correct answer Discovery

    Is there a budget in place? - correct answer Discovery

    What vendor standards are in place? - correct answer Discovery

    What is the call to action/need for this project? - correct answer Discovery

    Can CDW meet the requirements? - correct answer Discovery

    What are the Process, Lead Time, and Funding? - correct answer Qualify

    Who are the competition? - correct answer Qualify

    Who are the key stakeholders and decision makers? - correct answer Qualify

    What is our level of sponsorship (Champion) inside, can CDW impact decision process? - correct answer
    Qualify

    Who are the "influencers" outside of core decision group? - correct answer Qualify

    What is my contact buying style? - correct answer Qualify

    What is "the need behind the need?" - correct answer Propose


    What is the ROI analysis on customer's internal costs and most significant pain points? - correct answer
    Propose

    What does the customer think about the solution? How does it work in their environment? What did the
    end user think? - correct answer Propose

    Does the solution fit? Does it solve their business challenge? - correct answer Propose

    Does the customer recognize that we have the ability to go beyond the "call of duty" and then some? -
    correct answer Propose

    What do they need to hear/see in order to make a decision? How can we present this? - correct answer
    Propose

    Ask for business - correct answer Close

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