| Our many years of sales training experience - working with top sales professionals - have taught us that peak producers master the process of asking great questions.
How does the Track Selling communication model suggest you conduct the Qualification process? By asking open-ended fact-finding and open-ended feeling-finding questions.
An open-ended question permits prospects to answer in as many words as they choose. These questions can be used to provide you with the information which will lead you to an outline of your prospect's needs.
Open-ended questions come to your rescue when you're not acquainted with a person or you need more input on what's required. The graphic above has four examples of open- ended questions.
We suggest you ask the following two questions as a matter of habit.
- "May I ask would you like most about...?"
- "Would it be fair to ask what you like least about...?"
The answer to the first question will tell you what you'll need to match what your competition is providing.
The answer to the second question identifies your opportunity.
Good luck and good selling.
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