Build the question plan for your next call.
Pick the type of call and what you sell, type your topic in a couple of words. You get nine points, one open question for each, in the right order. Copy the plan and keep it in front of you.
Replaces “prospecting” in the questions.
- TriggerWhat kicked off the search, and why now rather than earlier?
- SituationWalk me through a typical week on prospecting: who does what, with which tools?
- ProblemWhat makes you say it works “well enough”? Can you give me an example?
- Stakes in numbersWhat’s one more client a month worth to you? And one less?
- Decision-makerWho else weighs in on this decision with you? And who signs?
- BudgetWhere does this kind of spend usually sit, and what’s the ballpark?
- TimelineWhat happens if this isn’t sorted by the end of the quarter?
- AlternativesWhat have you already tried to fix this? And what was missing?
- Next stepLet’s meet again with your partner, thirty minutes, on your numbers: Thursday at 11 or 3?
Ask one open question at a time, then let the silence sit. During the call, Otik checks off each point as the prospect answers it and shows you the one that’s still missing. See the plan in Otik
Frequently asked questions
Trigger, situation, problem, the stakes in numbers, decision-maker, budget, timeline, alternatives, next step. That’s what you need to know for a deal to be real. You don’t have to cover all nine on every call, but you need to know what’s missing.
Let Otik track the plan during the call.
14-day Live trial, no credit card. Otik builds the plan before the call and checks off each point as you go.