- Qualifying questions for prospects
The following are typical questions that could be asked of a customer in a
business-consumer selling situation.
You may not ask every question listed below. You don't want customers to
feel like they are being interrogated or bombarded with questions.
Ask the questions in a friendly, conversational manner. Of course, the order
in which the questions are asked depends on the flow of the conversation.Some items listed here are not actually questions but rather useful information
for the salesperson to gather.
Is this their first purchase of the product?
- Are they trading up or will they be trading up in a few years?
- What is the age of the product they have now?
- Are they interested in the investment or resale value of the product?
- What is the prospect's age group?
- What is the prospect's occupation?
- What is the prospect's lifestyle?
- Were they satisfied with the service they have received from their existing
product? What did they like best and least about its performance? - Is this purchase a step towards building a set, a group, achieving certain
capability, etc.? - How long have they been planning this purchase?
- What quality are they looking for in the product? Do they want the best?
- What features and benefits are they looking for in the new product?
- Is the product intended to be a showpiece or example?
- Is functionality the primary factor that governs the choice of product?
For example:
Active
Sedentary
Outdoor oriented
Athletic
EntertainmentFamily oriented
Gourmet cook
Tool junky
Electronics junky
Physical problems