S — Speed
Where do most of your deals stall?
AThey rarely stall. Most move to close predictably
BAfter the first call. I struggle to get a second meeting
CAfter the demo. Buyers go quiet or say they need more time
DLate stage. Verbal yes but approval takes forever
S — Speed
How clearly can you describe the steps from first conversation to signed agreement?
AI can name every step and know where each active deal stands
BI have a rough idea but it varies deal to deal
CIt depends on the buyer. Every deal looks different
DI do not have a defined process yet
P — Problem
When you describe the problem you solve, how do buyers typically respond?
AThey immediately say "that is exactly what we are dealing with"
BThey nod along but ask clarifying questions about what we do
CThey seem interested but I am not sure they fully connect it to their situation
DReactions vary a lot. Hard to predict
P — Problem
How specific is your problem statement to the buyer's situation?
AI can describe their problem in more detail than they can articulate themselves
BI describe it at a category level. Relevant but not specific
CI rely on the demo to show them the problem
DI let buyers tell me their problem and respond to that
R — Results
How do you describe the outcome a buyer gets from working with you?
AI can name a specific, observable result and when they will see it
BI describe general improvements — efficiency, revenue, time saved
CIt depends on the customer. Results vary too much to generalize
DI focus more on features and capabilities than outcomes
R — Results
How do buyers respond when you describe the result they will get?
AThey ask how quickly they can get started
BThey ask for case studies or references before committing
CThey seem interested but do not show urgency
DThey push back on whether the result is realistic for their situation
I — Implementation
How confident are buyers in what happens after they sign?
AVery confident. I walk them through it clearly before they decide
BSomewhat confident. I cover it but it is not a detailed conversation
CThey sometimes raise concerns about implementation I have to address
DImplementation questions regularly slow or stall deals
I — Implementation
How do you handle buyer concerns about risk: data, workflows, or team disruption?
AI address these proactively before they come up
BI handle them when buyers raise them
CI acknowledge the concern but do not have a detailed answer
DThese concerns have killed deals I thought were close
N — Niche
How narrow is your ICP definition?
AI can describe the exact company type, persona, and trigger event in one sentence
BI have a segment defined but it covers a wide range of company types
CI know my best customers but have not documented what they have in common
DI am still figuring out who my best customers are
N — Niche
If you handed your ICP definition to a marketing team to run one campaign, what would happen?
AThey could execute immediately without asking me who to target
BThey would need some clarification on which company type to prioritize
CThey would need significant input from me to know where to focus
DI do not have an ICP definition documented well enough to hand off
T — Trust
How dependent is your sales motion on you personally being in the conversation?
ADeals can advance and close without me involved
BI need to be involved at key moments but not every conversation
CMost deals require me in every meaningful conversation
DNothing closes without me. Buyers want to talk to me specifically
T — Trust
How transferable is your sales process to someone else?
AIt is fully documented. Someone could follow it without my help
BThe key steps are documented but the nuance lives in my head
CI could explain it but it is not written down anywhere
DThe process is entirely in my head and has not been documented
