Authority: “Who has the authority to make this buying decision?” This question isn’t meant to shunt aside your initial contact person. Instead, the answer will help the two of you get to a closed deal faster by involving the right people in the conversation as early as possible.
Need: “What needs are you trying to meet, and what has stood in the way so far?” As they answer, don’t be afraid to ask clarifying questions to make sure you get to the root of the issue. Consider how your product or service can meet those needs and focus future conversations around them. Finally, listen to any of their past frustrations with service from afghanistan phone number list competitors. This can help you deliver better service after closing.
Timeline: “When do you hope to make this purchase?” This helps you prioritize your time and collaborate with the prospect to get them everything they need to make.
While similar to B.A.N.T., the C.H.A.M.P. framework begins with a focus on understanding your lead’s challenges. By starting with an effort to see things from their point of view, you can build a positive, consultative relationship. That makes this framework better for warm, not hot, leads.
Challenges: “What challenges are you facing that you’re hoping to solve?” If they’re already using a solution, how hasn’t it met their needs? As they answer these questions, you’re gathering intel to guide your pitch. Make notes about the pain points your solution best solves so you can highlight that in your next conversations and presentations.
Authority: “Do you have purchasing authority? If not, can we invite the person who does to our conversation soon?” Make sure you position this question in a consultative way. You want to help guide them in getting what they need, and part of that is collaborating with them to make a business case for the people who matter on their end.