Damn it, listen!
Qualifying and clarifying questions make us better listeners.
This is obvious to most of us, but not all.
Any sales professional will say, “Hell yeah. It’s a no-brainer”.
Qualifying is the core of sales.
But sometimes we get lazy.
Sometimes we need a kick-in-the-pants reminder.
Look at this from this point of view.
If Willie Mays, across 10,924 at-bats, compiled 3,293 hits, 660 home runs, a career 384 on-base percentage, and a lifetime batting average of 301, took batting practice daily, maybe you should consider adding sales practice to your routine, which includes qualifying.
Qualifying questions establish genuine interest in customer concerns. They establish your credibility. Recommending solutions without a clear understanding of what customers need or want leads to a long string of ‘strike-outs’. Customers will send you back to the bench.
Or as Mike Krukow would say, “Grab some pine meat”.
Good qualifying questions display sincere interest in customer concerns.
Good qualifying questions lead to qualified recommendations.
Good qualified recommendations lead to closed sales.
Which can lead to a qualified customer for life.
The Scholarly View?
I offer two links from academia (there are scores more) to support the above at Psychology Today and the National Library of Medicine. Hey, these guys get paid to state the obvious.
That’s It!
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