1. What would need to happen for you to choose us as your vendor/provider/solution?
This question will help you know realistically if this sale is something that you can accomplish.
2. Who is your current/last vendor?
It’s important to know what’s going on with your prospect.
What is the history?
The past impacts the present.
3. Are you also asking them for pricing/a quote?
Having this information will make sure there are no surprises.
4. Why are you considering using a different vendor/solution?
This question will help you understand challenges and issues that affect your prospect. It’s important information that will also help you understand their expectations and what is important to them.
5. What else/other companies/products/services are you considering?
If you know against whom you are competing, you are better able to position yourself to succeed.