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SAMPLE CUSTOMER 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 customer interview.
Customer Company: Quick Stop, Inc.
Customer Name: Randall Smith
Customer Phone: 949-555-1212
Customer Region: US-West
Outcome: Won
"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?"
"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?"
"Would [the company] be able to use you as a reference for other organizations who are considering their solution?"
"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. |
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