Discovery & Qualifying

The Fine Art of Asking Precise Questions

Look Back

Connecting: Five Step Process•Attitude•Presentation•Rapport building•Determining needs•Time strategy

Curiosity

Curiosity makes your mind active, observant, opens

up possibilities and brings about understanding

Sincerity

Sincerity is what people see, hear and feel, so they

can believe and move forward.

Precise Questions

Marked by exactness and accuracy of expression;

clearly expressed or delineated

Precise

If you could have three wishes at this moment, what would you wish for?

Precise Questions

• Precise questions are irresistible and stimulate the mind.

• The impulse to answer a precise question is as automatic as the “fight or flight” response.

• The answering reflex is fundamental to discovery and qualifying success.

Precise Questions

• How may I be of service, to you, today?

• How much time, do you, have to spend, with me, today?

• How does this product, compare with what you have, in mind?

How Questions

Understanding

Precise Questions

For you, what is important about …

What color did you have, in mind?

What time do you want me there?

What Questions

Information

Precise Questions

• Why are you thinking about waiting?

• Why this product and not that product?

• Why now?

Why Questions

Reason

The definition of a sale is a series of precise questions

designed to uncover understanding, reasons and

what is important.

Two types of precise questions

Open-Ended

• They cannot be answered by a simple yes or no.

• They usually begin with what, how, and why.

• They do not lead the customer in a specific direction.

• They help the customer discover things.

• They create a situation in which the customer will reveal behavioral style.

Closed-Ended

• They extract simple and specific facts.

• They are useful in gaining commitments.

• They are useful in gaining feedback during conversation.

• They can be used to direct the conversation.

• They can be used to affirm answers.

• They usually begin with who, where and when.

When will you make a decision?

Who else will be involved in the decision?

Is this something you are considering doing now?

Conditions

Decision-making conditions

-

Need-to-know conditions

Five-Step Process

Step One

Ask decision-making condition questions

Transition Listening

Step Two

Ask need-to-know condition questions

Step Three

Listen for buying motivation

Step Four

Repeat to verify

Step Five

Decision-making condition questions

Step One

What is important about …

Importance of Words

Do not change the wording

Question Softener’s

• I’m curious …

• I was wondering …

• Share with me …

• Tell me …

Follow-Up Precise Question

Is there anything else?

Transition Listening

Step Two

Salesperson

Customer

Clients will always give you what you need if you know what to listen for

Ask need-to-know condition questions

Step Three

• Qualify for Experience

• Qualify for Timing

• Qualify for Financial Ability

• Qualify for Status

Qualify for Experience

• Past experience – present position

• What client knows about your product or company

• What client has seen

Qualify for Timing

• Is this something your client is considering doing now

• Time needed to make decision

• Will there be others involved in the decision

• Determine amount of time to devote to client

Qualify for Financial Ability

• Product price range

• Price range client has ‘in mind’

• Price compare with other products client is considering

• Financing

Qualify for Status

• Uncover limiting status

• Interest … now or when

• Availability of all interested parties

• Financing?

Listen for buying motivation

Step Four

Buying Motivations

• Convenience

• Prestige

• People

• Investment

PresentSituation

DesiredSituationMotivation

Repeat to verify

Step Five

• Demonstrate understanding

• Focus sales presentation on what is important to customer

• Produce results for you and your customer in limited time

• Don’t commit to integrating a new idea into your daily sales process until you fully understand why it’s important to implement.

• Practice the idea for at least 21 days straight.

• Give full attention to each idea you are practicing. Don’t just practice to practice. Have a specific intent.

• Evaluate only the sales skill you are practicing at the time. Stay focused!

• Make learning enjoyable.

Practice Makes Perfect