Question bank
Lost-deal interview questions for founders
Nine questions in the order the buyer lived the decision
Nine open questions for interviewing a buyer who chose someone else, or chose you. They follow the buyer's timeline: the trigger, the decision inside the buying group, then your product and price last. Use them in 15-minute conversations with the evaluator and, where possible, a second person on the deal. Koji can run them as a voice or text interview.
Where this appears
What's in this question bank
Before they looked
- What was happening that made you start looking?
- Who first said you needed something new?
- What did you try before you looked at vendors?
How they decided
- Who was involved, and who disagreed?
- Which options dropped out, and why?
- What nearly changed your mind?
About us
- What did you expect from us that you did not get?
- When did price come up, and who raised it?
- What would make you look at us again?
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
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<a href="https://www.koji.so/visuals/lost-deal-interview-question-bank-for-founders"><img src="https://www.koji.so/visuals/lost-deal-interview-question-bank-for-founders/lost-deal-interview-question-bank-for-founders.png" alt="Question bank for lost-deal interviews in three sections: how the search began, how the group decided, and what to ask about product and price." width="1200" height="630" /></a>
<p>Source: <a href="https://www.koji.so/visuals/lost-deal-interview-question-bank-for-founders">Lost-deal interview questions for founders</a>, Koji</p>
