What are qualifying questions and why we don’t use that process for Unwind

Qualifying Questions

Often Sales People will request to Ask Qualifying Questions to a potential Customer or Candidate.

This is the fastest WAY TO LOSE THE SALE

Do you like being “Qualified” by a Sales Representative to see if you are wasting their time?

Success Rule No. 1

NO QUALIFYING QUESTIONS

Do not Ask to Qualify the Customer in your opening Statements or Questions.

This Qualification Technique worked in the 1960’s , but has the opposite effect today.

DO NOT ASK

“If I can ask you some questions to see if you Qualify as the type of Customer that we want to deal with. “ Or “I just need to ask you some Questions to see if we can help you .”

Asking these type of Questions will get the Customer off side, and in most cases offended .

Success Rule No. 2

UNCOVER THE NEED

How can you Uncover the Need of the Client if you asking Qualifying Questions

Example;

Often Sales People trying to Sell Stock Market Investments or Property Investments, will ask the Client Personal Qualification Questions up front :
We have heard that you are a potential fit for our Range of Investment Products but need to ask you some Questions so we are not wasting our time .
A) How much income do you earn ?
B) What type of Investments do you prefer?
C) How much do you have Invested in Stocks and Shares Right Now?
D) Do you prefer the Stockmarket or Property Investing?
E) Do you currently have a Stock Broker ? .


Qualifying Questions Vs Solution Selling

Asking Qualifying Questions can produce the Right Answers that we are looking for , but does not necessarily mean that the Customer is wanting our Solutions that we are offering and providing,  because they do not know what it is that we are Selling or the Problem that we are Solving .

Create the Desire for the Solution that we are providing by asking Questions that,
A)  Uncover the Need and then
B) Create the Desire for our Solution to their Problem.

Uncovering the Need leads to providing a Positive Solution for the Customers Needs .