Questioning — CQQCOQP
The grid to run the Search phase: open questions, one at a time.
In the Search phase, ask OPEN questions, one at a time, to understand the prospect before selling. CQQCOQP (French acronym) is a grid to cover every angle without forgetting any.
Quantify: volumes, budget, frequency.
Identify decision-makers and end customers.
Pin down products, needs, problems.
Understand the process and how things work.
Locate: places, market, catchment area.
Frame the timing: seasonality, deadlines.
Get to the deep motivations (→ SONCASE).
- ▸One question at a time — never stack two questions.
- ▸OPEN questions (forcing them to elaborate), not closed (yes/no).
- ▸Never a leading question that gives away the answer.
- ▸Active listening between questions: let them talk, bounce off it.
🧠 Open or closed? — active practice
For each question: open (gets them talking) or closed/leading (yes-no)? Choose, then see the correction.
« You're looking to move upmarket, aren't you? »
« How do you choose your suppliers today? »
« Are you happy with your current oil? »
« What matters most to you in a supplier? »
« Do you take 100 or 200 bottles? »
« Why is offering local important to you? »
« Do you want weekly delivery? »
« What feedback do you get from customers on your current products? »
« You're the decision-maker, right? »
« Where are you in your thinking about your fine-food offer? »
📋 Akilea question bank (Search phase)
- •How many covers / customers per week?
- •What budget do you put into fine food?
- •Who decides on purchases?
- •Who are your typical customers?
- •Which products do you already work with?
- •What gaps do you see in your offer?
- •How do you supply yourself?
- •How do you showcase your products?
- •Where are your customers located?
- •Where do you stand on local / organic?
- •When do you refresh your menu?
- •When do you place your orders?
- •Why does traceability matter to you?
- •Why switch (or not) supplier?