This stage includes pinpointing:

[rifat28dddd]

Use the information gathered here to (1) make sure your product really is a fit for their needs and (2) personalize your pitch to those needs. (Round peg, round hole.)

The better you understand their decision criteria, the more accurately you can tailor your approach. This stage is your chance to ask questions, listen carefully, take notes, and then use those notes to paint a picture (in their minds, not literally) of how your solution matches their criteria.

Qualifying questions to ask during the decision criteria stage include:

What are the "non-negotiables" you’re looking for in a solution?
Are there certain problems that are the most pressing for your company?
How do you imagine our solution solving your biggest problems?
4. Decision Process
At large enterprises, the decision-making process can get quite complicated. Your job is to gather knowledge about who makes decisions and how they make them.


Key decision-makers, including but not limited to the economic buyer
Critical timelines, such as “we need to spend this excess budget by the end of Q3”
Potential bottlenecks that could halt or alter the decision
Internal processes that may impact the sale
Use the information you uncover here to create nigeria telegram data a decision roadmap. This roadmap will list the deciders within each department, factors that impact their decision, and a chronological order to the decision-making process. You can inject tailored guidance at each decision juncture along this roadmap and refer to your decision criteria checklist to help with that.

Pro tip: This kind of roadmap is also called a mutual action plan. Check out how to build one, plus get our free template!
Once you understand how your prospect’s company moves through the purchase process, you’ll know which activities you’ll need to do to support them (and which ones aren’t worth your time). Knowing this in advance will help you set up the right meetings, product demonstrations, or Q&A sessions with the right people, at the right time.

Lots of decisions need to be made to get the outcome you want. Play the role of a guide that moves this deal forward through the maze of decisions to get there faster.

Qualifying questions to discover the decision process include:

What departments will we need to get a "yes" from for this deal to move forward?
Who within those departments is responsible for making that decision?
Is there a set timeline for when you intend to make a decision?