Qualifying questions 4 F2F meetings

Face 2 Face Qualifying Questions Craig Aspey Northern Region Sales Director 23/5/08 1 Below are some example of questions we should be asking at our F2F meetings to qualify, establish rapport and information gather. The majority we ask already but it’s... More

Face 2 Face Qualifying Questions Craig Aspey Northern Region Sales Director 23/5/08 1 Below are some example of questions we should be asking at our F2F meetings to qualify, establish rapport and information gather. The majority we ask already but it’s always good to recap. Remember to ask the question and let the prospect/customer give you THEIR answer – do not interrupt even when there is silence. This also applies ESPECIALLY on the phone. If you speak first 8/10 times they have closed you on why they should not buy or accept a meeting with you. Establishing Rapport & Trust: • How did you get involved in XYZ • What kind of challenges are you facing? • What’s the most important priority to you with this? And why? • What other things are important to you? • What would you like to see improved? • How do you measure the effectiveness of a provider in your company? Information gather questions: • What prompted you/your company to look into this? • What are your expectations/requireme Less