How to use this information
As you move through the following material, think about the last sales
interaction you had with a customer. Ask yourself the following questions:
Û What homework did you do before meeting the customer?
Û What was the purpose of the sales interaction?
Û What kind of questions did you ask?
Û What were the results—were they positive—do you feel the sales
meeting was successful?We encourage you to adapt and use the ideas and questions in this section on
your next sales call or interaction with a customer. You will notice a difference!
Compare these questions and ideas presented to recent selling situations you
have been in.
Qualifying questions for various situations
Although the questions and the situations discussed below are present in
different contexts, they will apply to almost any business
To illustrate these ideas, we will talk about three selling situations.- Qualifying questions for prospects
- Qualifying questions for professional prospects
- Doing business with another business and their customers
Assume that customers also refer to clients and products refer to services.