Sales training and coaching · Team foundations
A rep should know what the buyer is thinking before saying a word about the product.
A buyer journey question bank is a sheet of the questions a buyer is asking at each stage, from first noticing the problem to choosing a supplier, answered in the buyer's own words. Reps use it to find where the buyer is before pitching. It is built from interviews, not guesses.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A buyer journey question bank is a sheet of the questions a buyer is asking at each stage, from first noticing the problem to choosing a supplier, answered in the buyer's own words. Reps use it to find where the buyer is before pitching. It is built from interviews, not guesses.
A rep selling commercial solar to a textile owner in Tiruppur starts with panel efficiency. The owner had not decided yet whether to switch at all. The owner was still comparing the electricity bill with last year's. The rep pitched at the end of a journey the buyer had barely begun. Messages went unanswered.
The bank fixes that by giving the rep a map. At the awareness stage the buyer is asking whether they have a problem worth fixing. At the consideration stage they are choosing between ways to solve it, including hiring someone and doing nothing. At the decision stage they compare suppliers on reasons you can list and weigh. Each stage has its own questions. The rep asks the set that matches where the buyer is.
This page is about the rep's question sheet. The buyer journey page in the sales process section maps the journey for marketing and content; this one turns it into questions to ask on a first call. In a family-run business the buyer consults a whole circle of people, so the bank also lists who else sits in the decision.
Where this sits
Topic 5 of 8 in sales training and coaching: team foundations. The shared definitions a team needs before coaching.
- The topic before
- Objections and closing practice
- The topic after
- Coaching the sales team
If you want this done for you
Find the exact step where buyers currently give up on you.
The work
What this is actually like.
“Family buyers decide in a group”
In a family firm, the person on the call may be one of five who will weigh in: a brother who keeps the accounts, a father who has the last word, a CA outside the family. Ask who else will look at this and add their questions to the bank.
“The buyer's words are the best script”
Write each answer in the phrase the buyer used, such as "I do not want to be the one who picked the wrong supplier". When your reps use the same phrase back, buyers feel understood. When reps use your brochure language, they do not.
“Pitching too early loses deals already half won”
Ask how many of last quarter's lost deals had contacted a competitor before you. If your reps join late, they must spend the first call finding where the buyer has got to, which is what this bank is for.
“A question is only useful if it changes the next move”
If a question gets an answer and the rep does the same thing regardless, delete it. Each question should lead to a different next step: send a guide, arrange a demo, bring the second decision maker, or send a quote.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The persona summary
Half a page for the buyer being mapped: their role, what they are measured on, who else joins the decision, and what has gone wrong for them before.
Result: Finished when the sales head and owner agree it describes a real recent buyer.
The awareness question list
The problems the buyer ranks at this stage, in their words, each tagged as a problem you solve, one you do not, or one you could reframe. Mark how many of the previous twenty conversations raised each one.
Result: Finished when the top problem has a count against it, not an impression.
The consideration list
The ways the buyer thinks about solving it: hire a consultant, buy software, do it in-house, wait. Mark where you play and where you do not.
Result: Finished when 'do nothing' has its own row.
The decision criteria table
How the buyer picks between suppliers, with each criterion weighted and marked: where you win, are level or lose. Include a purchase order, a reference call or a site visit if buyers ask for them.
Result: Finished when the weights add up and the biggest 'lose' row has an owner.
The stage field in your CRM or sheet
A column that records which stage the buyer was in on the first call, filled by the rep.
Result: Finished when the field is filled for every new lead for two weeks running.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How many questions should the bank have?
Who builds the bank?
Is this the same as qualifying questions?
What do we do with the bank once it exists?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of team foundations
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.