Executive Level Conversations
Executives are typically less interested in features and more interested in this.
What is business outcomes?
A prospect says, "Send me some information." The objection behind the objection is often this.
What is lack of engagement?
Questions that uncover current processes are known as these.
What are diagnostic questions?
What is the difference between interest and commitment?
Interest is curiosity; commitment is action.
The prospect says:
"We already have a carrier."
Your goal is not to pitch. Your goal is to uncover this.
When speaking with a C-level decision maker, your message should connect directly to this.
What are strategic priorities?
When a prospect repeatedly asks for pricing before discussing needs, they're usually trying to determine this.
What is whether the conversation is worth their time?
The purpose of discovery is not simply identifying problems but understanding this.
What is business impact?
What is the most dangerous objection because it sounds positive?
"Send me information."
The prospect says:
"I'm headed into a meeting."
Your response should create this.
A CFO says, "Everything is working fine." The hidden risk is assuming this statement means there is no opportunity.
What is the status quo bias?
he objection "We're all set" is often a signal that the prospect sees this.
What is no compelling reason to change?
A prospect mentions slow response times. An advanced rep asks questions to quantify this.
What is the cost of the problem?
Which is more valuable: a prospect with pain or a prospect with urgency?
What is urgency?
A gatekeeper says:
"The VP doesn't take sales calls."
The best response seeks this.
This question helps expose the cost of inaction:
"What happens if nothing changes over the next 12 months?"
What is an impact question?
A customer says they're happy with their current carrier, but admits service issues occur weekly. This indicates a gap between satisfaction and this.
What is reality?
The difference between pain and priority is often this.
What is urgency?
What usually kills more deals: competition or indecision?
What is indecision?
The CFO says:
"We don't have budget."
Your next question should determine whether the issue is budget or this.
The strongest executive conversations focus on operational, financial, and this third category of impact.
What is strategic impact?
Top salespeople recognize that most objections are not about products but about this.
What is risk?
Elite discovery uncovers not only pain, but also the political, financial, and this factor.
What is decision-making process?
A prospect admits they have a problem, agrees it costs money, likes your solution, and still won't move forward. What's the most likely missing element?
What is a compelling reason to act now?
The CEO says:
"Convince me why I should switch."
The strongest response starts with questions because you first need this.