!Core Problem * What problem are you trying to solve with this purchase? * Why did you decide to make this purchase now? * If this purchase solves your problem, how will things be different? * How is thye current situation affecting your ability to get your work done? * How do you hope that this purchase will make things better? !Product specifications * What is the single most important way you want this purchase to improve or be different from the products / services you currently use? * What is the single most frustating thing about the product or service you will be replacing? * How much output are you looking for from the new equipment? * How much output are you getting frome the current equipment? * What is the downtime of the current equipment? * What do you spend on maintenance? * What is your current efficiency level? What would you like to have? !Competition * Who else are you talking with about this purchase? * Have you had any previous experience with this company? * What other products do you consider? * Have you had previous experience with this brand/product line? * Do you have references for the suppliers you are considering? * Can i give you some references to compare? !Price * How much is your budget for this purchase? * Have you already committed the money or are you exploring? * How much did you pay for the item you will be replacing? * Where does price fit in the list of attributes that will help you make this decision? * Have you considered total costs (downtime., maintenance, product life time) as a possible way to make the decision? !Buying process * Who else will be involved in making the buying decision? * Will any end users be involved? * Could i talk to some end users? * When do you anticipate you will make the decision? * What criteria will drive your decision? * If a committee is involved in the buying decision could i meet all persons?