SELLING TO REGULATED INDUSTRIES? ASK THESE QUESTIONS
Selling to regulated industries is a different animal. Asking generic discovery questions can cause you to overlook critical information, such as audit pain points and timelines. How do you ask smarter questions to guide the sales conversation to a “Yes”?
The scenario:
You have a discovery call with a prospect in a regulated industry (e.g. finance, healthcare) who is preparing for an audit.
The prompt:
You are an MSP sales executive preparing for a discovery call with a prospect in [ industry ] who is preparing for an audit. Create a series of questions to uncover:
Past audit findings and corrective actions.
Evidence required for upcoming reviews.
Board and CFO expectations for cyber governance.
Budget timelines and approval chain.
Biggest compliance fears or pain points.
Include follow-up questions for the COO, CFO and Compliance Officer.