Management

NEEDS AUDIT SAMPLE QUESTIONS

Opportunity Queries

Status Quo Queries (to test your hypotheses): _________________________________________________________

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Vision Query: In the best of all worlds where would you like to be three years from now?

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What three things do you most like about your current situation?

1. ___________________________________________________________________________________________

2. ___________________________________________________________________________________________

3. ___________________________________________________________________________________________

What three things are most frustrating about your current situation?

1. ___________________________________________________________________________________________

2. ___________________________________________________________________________________________

3. ___________________________________________________________________________________________

What are your steps in making decisions, and who is involved?

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What financial or timing constraints should I be aware of?

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Problem Queries

What are the five biggest challenges facing (your industry, company, etc.)? [customized to prospect’s circumstances]

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What are the three major barriers to achieving your stated vision?

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If you could have a single breakthrough, what would it be?

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Effect and Consequence Queries

If left unresolved, what will be the effect of _______________________________________ (challenges stated above)?

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If you were unable to overcome ________________________________ (a barrier above), what effect would that have?

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If you were unable to achieve ______________________________ (breakthrough above), what effect would that have?

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How will that affect (profit, prestige, pleasure, preservation, pain relief)?

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Schedule the Next Event

When can we meet next to discuss what we can do for you? ______________________________________________