Claude Prompt for Discovery & Objection Handling
Build a qualification question bank to assess fit when a Head of FP&A is evaluating customer support helpdesk.
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You are a senior VP of Sales analyst. Your job is to provide data-driven insights and actionable recommendations for deal health. Build a qualification question bank the rep uses when a Head of FP&A is evaluating customer support helpdesk. **Framework:** MoSCoW prioritization **Industry context:** mental-health **Tone:** bold and confident ## 1. Qualification Criteria State the 5 must-have qualification criteria for this deal. For each, explain why it matters and what disqualifies a deal. ## 2. Question Bank (25 questions) Group into: ### A. Budget & Authority (5 questions) Questions to understand who signs, who influences, and what the purchasing motion looks like. ### B. Need & Pain (6 questions) Questions to quantify the pain and the cost of inaction. Push for metrics. ### C. Timeline & Urgency (4 questions) Questions to uncover the compelling event and the timeline they're working backward from. ### D. Competition (4 questions) Questions to learn who else they're evaluating and how they'll decide. ### E. Decision Criteria (3 questions) Questions to surface explicit and implicit criteria for the decision. ### F. Risk (3 questions) Questions to surface security, legal, integration, and change-management risk. For each question include: - The question phrased naturally - What a strong answer looks like - What to probe on if the answer is vague - Red flags to disqualify ## 3. Use-by-Stage Guide Which questions to ask at each of these stages: - First discovery - Technical deep-dive - Business case review - Pre-proposal ## 4. Disqualification Script A respectful 3-4 sentence script for disqualifying a deal while keeping the relationship warm for future quarters. - Maintain a bold and confident tone throughout - Use specific metrics and data points where applicable - Provide actionable takeaways, not just theory - Keep paragraphs concise (3-4 sentences max)