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SAMPLE PROSPECT (COMPETITIVE) INTERVIEW THIS DOCUMENT CONTAINS PROPRIETARY AND CONFIDENTIAL INFORMATION. UNAUTHORIZED USAGE IS IN VIOLATION OF APPLICABLE LAWS. This sample document contains questions that are typically asked during a live interview with an organization that chose a competitor over your solution. Customer Company: Quicker Stop, Inc.Customer Name: Dee HicksCustomer Phone: 212-555-1313Customer Region: US-EastOutcome: Lost "What is your role in the organization?" "What business problem were you trying to solve when you started this selection?" "Where do you believe you will get benefits/ROI from this investment?" "Which solution provider did you chose?" "Why did you choose that solution?" "What separated (differentiated) them from their competitors?" "Who was the primary competitor?" "In addition to those two, were there any other solutions you looked at?" "What could [the company] have done to gain your business?" "How would you rank [the company] on a scale of one-to-five, five being 'excellent,' in the area of 'professionalism?'" "And on that same one-to-five scale, how would you rank [the company] in the area of 'technical capabilities?'" "And on that same scale, how would you rank [the company] in the area of 'price?'" "What industry trends do you see as most significant at the current time?" "What was the primary factor you used in making this decision?" "What was the product you selected?" "Who will install this solution for you? Will you do it yourself, or work with an outside organization?" "What did [the company] do well during your interactions with them?" "What suggestions would you have for [the company] going forward?" "At the current time, do you need anyone from sales or support to contact you directly?" "Do you have any further comments you'd like to share?" THANK YOU VERY MUCH FOR YOUR TIME. © 2002-2003 Cerado, Inc. All Rights Reserved.