Situation Questions
What’s my goal with situation questions?
To gather neutral facts without sounding scripted, and help the exec feel in control.Out of curiosity, how did you get started in healthcare administration?
Situation Questions
How do I ask about current parking operations without being intrusive?
How do I ask about current parking operations without being intrusive?
Situation Questions
What’s a neutral way to ask about valet usage?
Which entrances currently offer valet, and how does that typically work day-to-day
Situation Question
How do I ask about shuttle logistics?
How are employees currently getting to off-site lots or garages?
Problem Awareness
What’s my goal with problem questions?
To uncover challenges and get them verbalizing frustrations they already feel.
Situation Question
What’s a soft way to identify decision-makers?
When parking changes are discussed, who usually gets involved in that process with you?
Problem Awareness
Exec says parking is ‘fine.’ How do I probe gently?
Interesting. Do patients ever mention waiting or circling for parking, and how do you usually hear about that?”
Problem Awareness
How do I surface employee misuse of patient decks?
How often do you notice staff using patient spaces, and what happens when that occurs?”
Problem Awareness
How do I highlight shuttle gaps?
What challenges do employees face getting from remote lots during peak shift changes?”
Problem Awareness
How do I uncover vendor dissatisfaction?
What issues, if any, have you experienced with your current parking partner or provider?”
Consequence / Implication
What’s my goal with consequence questions?
To expand the ripple effect of problems and show the cost of doing nothing.
Consequence / Implication
How do I link long patient waits to hospital outcomes?
If patients circle for 10–15 minutes looking for a spot, how does that affect their first impression of your hospital?”
Consequence / Implication
How do I connect staff parking in patient areas to satisfaction scores?
When patients can’t find a space because staff are parked there, how does that impact HCAHPS or complaint volumes?”
Consequence / Implication
What’s a consequence of poor shuttle reliability?
When employees are late to their shifts because of shuttle delays, how does that impact operations?”
Consequence / Implication
How do I connect vendor problems to executive pain?
If your current vendor isn’t solving these issues, how does that affect your time and workload?”
Solution Awareness / Need-Payoff
What’s my goal here?
Get them to imagine smoother operations without me pitching features.
Solution Awareness / Need-Payoff
How do I make them picture better patient parking?
If patients always had a guaranteed spot waiting, what impact would that have on the patient experience?”
Solution Awareness / Need-Payoff
How do I connect valet to hospital image?
How would having a polished, reliable valet service at every entrance change first impressions?”
Solution Awareness / Need-Payoff
How do I link shuttle outsourcing to leadership focus?
If transportation ran seamlessly in the background, how would that free you to focus on other priorities?”
Solution Awareness / Need-Payoff
How do I frame LPR enforcement benefits?
If you could identify repeat violators automatically, what would that mean for compliance and patient access?”
Commitment / Closing
What’s my goal here?
To get micro-commitments that move the deal forward, not just a yes/no.
Commitment / Closing
What’s better than asking ‘Are you ready to sign?’
Does it make sense to schedule a walkthrough with your facilities lead so we can map logistics?”
Commitment / Closing
Exec says, ‘Send me something.’ What do I ask?
Absolutely. When you review it, what’s the process you’ll follow internally to decide if this is a priority?”
Commitment / Closing
How do I secure a timeline commitment?
If we targeted a November start date, when would you need to finalize decisions to stay on track?”
