31 outstanding questions to improve the analysis of the opportunities · The blog of the sales

31 outstanding questions to improve the analysis of the opportunities · The blog of the sales

It is essential that you examine your opportunities to explore how you win and how you could lose. An opportunity analysis may appear to be a pointless update when it is poorly performed, creating no value in terms of forecasting the transaction, improving the strategy or increasing it. your chances of winning. Here are 31 questions that will improve your criticism of the opportunity.

  1. What is it that forces the customer to continue this initiative? Why do they want this agreement?
  2. What have they done before and what challenges would lead them to do something different now?
  3. What is the strategic outcome that they are trying to achieve with this initiative?
  4. Why are they engaged with us now?
  5. At what stage of the sales process are you?
  6. What is the next action you need to take to move the agreement forward to bring them closer to our choice?
  7. Who owns the initiative on the client's side? Who will sponsor this project?
  8. Who has the most to gain or lose from this agreement and why?
  9. What are the implications of the failure of this initiative?
  10. What is the date the client needs to start?
  11. Who is part of the decision-making committee?
  12. Amongst the stakeholders of the decision-making committee did you meet?
  13. What does success look like for them?
  14. What support do you currently have and what support do you believe you still have to acquire?
  15. Is it a decision to buy or a business owner?
  16. Who is the executive sponsor?
  17. If it's a procurement-oriented project, what did you do to communicate our involvement to the person to whom the project probably belongs? Do we know someone we can influence?
  18. What did you do to create a preference to work with us on this transaction?
  19. What is our competitive advantage on this project? Why us?
  20. Who else are they considering?
  21. Have you expanded the possibilities with a subject matter expert who could reorganize it to give us a competitive advantage?
  22. What level of value will this transaction create for them? If it's not level 4, strategic, how to create more value?
  23. Have the contacts who made this decision and their team collaborated to find the solution or are we proposing a solution without their prior consent?
  24. What else do we need to know in order to improve our chances of winning?
  25. Are there stakeholders who oppose the initiative or our participation?
  26. What do we owe to the contacts who make this decision to ensure that they have everything they need to properly evaluate our offer against any competitor?
  27. What have you done to position the investment they need to produce the results they need?
  28. What could cause the customer to choose someone else for this project and what should we do about it now?
  29. What can we do now to mitigate or avoid losing this agreement? Do we have relationships that we can use to improve our position?
  30. What change could we make to improve our chances of winning now?

You do not need to ask or answer any of these questions, but asking them will ask you additional questions. If you want to make valuable opportunity assessments, it is best to start by improving your set of questions.

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