Sales Questions and Objection Handling Sales Qualification Questions

Sales Questions and Objection Handling

Sales Qualification Questions 1. Determine technology platform fit • • Do you use Share. Point Today? If yes, good if no, is it being used in other parts of your organization? 2. Determine level of Project Management Maturity and Scope • • • 3. Determine level of organizational support • • 4. Do you have a PMO (project management office)? Are you looking to use this for a specific project or for projects across your organization? How are projects managed now? With what tools? Does management recognize the need and support this evaluation? Is there budget available for this solution? When are you looking to get it deployed?

Typical Challenges • No clear idea of the number of active projects • Need to support simple through complex projects • Unclear about which resources were assigned to which projects • Related Project artifacts (documents, issue tracking, etc. ) are scattered across desktop hard drives • Difficulty assessing status of projects • Team members won’t update tasks or work items • No clear leadership for some projects • • Hard to justify additional resources Project Managers not aware of overdue items or risk conditions • Status reporting is time-consuming and tedious • How can we give stake holders and executive management the resource and financial reports they want? • • Overlapping projects not identified No Consistent PM approach or practice

Typical Objections 1. Why can’t we build this ourselves on Share. Point? • 2. Why not use Project Server? • 3. Project Server is a great product if it fits your needs. It is oriented toward more structured projects and may be to much to support all projects across your organization I don’t want to use MS Project Pro, is it required to do scheduling? • 4. Of course you can build anything, given the time and money. Bright. Work has over 10 years of development into the product. You will be looking at many months and $100, 000 s of cost to build it. Does that make sense? Also, you will have to update it for each new Share. Point release. Do you want to do that? No, although we feel that MS Project 2010 is an excellent PM tool and recommend it for those organizations already using it. You can use our Project Schedule list to do project scheduling in Share. Point, though it is less robust than MS Project 2010. This looks like more than I need, or is to complex for my users • Bright. Work can be as simple or structured as you want. We have lite templates that look like Excel, and still deliver the benefits of project management and collaboration

Let's win deals together! Do not hesitate to ask for assistance from your Bright. Work Partner Manager. partnerinfo@brightwork. com