CONTACT:
Company Name Title Date
BUSINESS ISSUE:
A buyer’s #1 challenge or high-level impediment to contributing to the Notes:
corporate objective or government mission; often expressed in measurable
terms.
ANXIETY QUESTION:
A question aimed at getting the prospect to momentarily experience the O-P-C Question Example:
consequences of not having your product or service. Aren’t you concerned about the impact or
ramifications to the business if you don’t
resolve your #1 challenge?
PROBLEM:
What gets in the way of achieving the Business Issue? O-P-C Question Examples:
OPEN: What stands in the way of resolving
(state the buyer’s Business Issue)?
PROBE: Do you ever struggle with…?
CONFIRM: What I’m hearing is…
Notes:
SOLUTION:
The buyer’s view of the capabilities that will enable them to resolve their O-P-C Question Examples:
Business Issue. OPEN: What do you think will solve…?
PROBE: Have you thought about…?
CONFIRM: Will these capabilities we’ve been
discussing (name them), enable you to solve
your #1 challenge?
Notes:
VALUE:
Business Value: The solution’s impact on the buyer O-P-C Question Examples:
OPEN: What’s the financial impact you’re
looking for (from this solution)?
PROBE: Can we quantify the monetary value
of solving problem X? What about problem Y?
And Z?
CONFIRM: We’ve discussed solving your #1
challenge is worth at least $XXX, correct? Is
this enough value for you to move forward
with us?
Notes:
Personal Value: The solution’s impact on the buyer, personally. O-P-C Question Examples:
OPEN: Why is this important to you
personally?
PROBE: Any positive career implications?
Notes:
POWER:
Knowing the buyer’s decision-making process; having access to the Power O-P-C Question Examples:
source. OPEN: Who is involved in the decision?
PROBE: Who has signing power? Can
anyone veto this decision?
CONFIRM: So, it sounds as if we’ll need to
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meet with (name them); is that correct?
Anyone else?
Notes:
PLAN:
Mutually-agreed upon and written next steps. O-P-C Question Examples:
OPEN: What steps do you suggest for us to
1 Enter task here. Due date: move forward?
PROBE: Do you need to talk with legal
2 Enter task here. Due date: and/or procurement? Should we meet with
3 Enter task here. Due date: all stakeholders to present our proposal?
CONFIRM: So, once we complete these
4 Enter task here. Due date: activities together, you’ll be ready to move
forward with us, correct?
5 Enter task here. Due date: Notes:
6 Enter task here. Due date:
Fuente :
Valueselling associates
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