POINT
This seven letter English word beginning with P is used to tell the customer what this call is about.
What is Purpose? - Be clear on the purpose of the meeting.
This questioning technique starts with a broad question, then focuses on one point, leading to more detail at each level.
What is the funnel technique?
This tool created by our Sales Force is used to organize your call with a customer.
What is the Discovery Planner?
Once the call is finished, you should document all company objectives, competition, modes, and decision makers into this platform.
What is Atmosphere?
The acronym BCFC stands for these four words.
What is Business Case for Change?
This seven letter English word beginning with O is used to share what will be covered during the meeting.
What is Outline? - Share what will be covered during the meeting.
This questioning technique has you ask for an example or clarification from the customer.
What is Probing?
Another word for goals, you want to find this out about the person you are talking to and the company as a whole in order to know what motivates them.
What are Personal and Company Objectives?
You should send this to your customer no less than hour after the qualification meeting is over.
What is a meeting recap and next steps?
Step 1 of BCFC wants you to acquire these four things from your customer so you know as much about their business as possible.
What is an Overview of the Company, their Customer Promise, Tech Ecosystem, and their shipping Pain Points?
This five letter English word actually makes up two of the POINT letters and is meant to get feedback from the customer on the direction of the call.
What is Input? - Ask for input on how you will use your time.
This questioning technique is when you personally appeal for an agreement, ask a guaranteed "yes" question, or give a choice between two options.
What is a LeadingQuestion?
Some say this is the main focus of a qualification meeting so you know what the company is struggling with.
What are Pain Points?
This is an optional follow up to the customer that could make you stand out from competitors.
What is a Thank You Note?
Step 2 of BCFC is gaining an understanding of the methodology on these three aspects of their business beginning with Q, Q, and T.
What is Quantitative, Qualitative, and a Tech Evaluation?
This ten letter English word beginning with T is simply used to move from the beginning of the call to the discovery portion.
What is Transition? - Move to the next step
This type of questioning makes customers "open up" their answers and generally give more detail.
What is an open-ended question? Give an example of how you can turn "Are you using technology?" into an open-ended question.
The last piece of the collection qualification data process is this - which you want to get an overview of and then use the funnel questioning approach to dig deeper.
What is their supply chain?
Once all the information is collected, you prioritize the needs of the customer and align our services to meet their needs by getting a _______ together.
What is a Deal Team?
Step 3 of BCFC is done after you've gathered the Q, Q, and T and can present examples or ______ .
What are Outcomes?
The last person to join our TEAMS meeting today will have to present their version of POINT to the group.
...
This type of questioning is typically a Yes or No response from the customer, leading to tougher back and forth dialogue.
What are closed questions? How can you turn this closed question into an open-ended question - Do you move mostly by rail?
Ideally, you'd like to acquire information on these two types of data during and after your call with the customer.
What is quantitative and qualitative data?
If there are no next steps with your customers, you do this.
Great question Alex, this is open for a discussion.
The final stage of BCFC is when you create an action plan for the customer, otherwise known as developing this.
What are Next Steps?