Page 67 - CSAM2 - Successful Sales Engagement for Cloud Services
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Sample Questions
For the CIO
Starter Question: (must be thought-provoking)
“You indicated that information flow within the business was a
challenge. Would you please explain further for me what the specific
problems are and how they are impacting your company from a
business perspective.”
Follow-on Question: (to gather more information)
“To better understand how you currently communicate within your
business, and to see if we can be of help, could you please talk me
through how information flows between you and your partners today”
Next-Step Question: (to progress the sale)
Based on everything we have discussed, I think we may be able to
address some of your collaboration concerns, but to absolutely sure, I
would like to spend one hour with your CFO, either this week or next.
Could that be arranged?
