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Module 4:  Opening Questions and Qualifying

Knowing what questions to ask and why. Making sure prospects are potential customers.

  Candidates will understand and have basic competency applying. Methods and Resources Activity and Assessment Manager Sign
1. Finding out what customers really want and helping them get it. Lecture Attend Session  
2. 5 Key Opening questions. Talk and discussion. Attend Session  
3. Scripts, strengths and limitations. Talk    
4. Speed and efficiency, key questions to ask yourself to ensure you are in rapport with your goals. Interactive Talk Game: Speed and efficiency.  
5. A.I.D.A. Attention, Interest, Desire, Action      
6. The answers. Spotting bull****.  Truth and Lies, knowing the difference. Interactive Talk Three Point Group Exercise.  
7. Qualifying questions. Interactive Talk Attend Session  
8. Using positive language. Interactive Talk Exercise on positive and negative words.  
9. What sort of information can help you. Individual write lists Participate in discussion.  


Task or Other Activity to be Completed.

a)      Satisfactory attendance on training course.

b)      Satisfactory participation in discussion on ‘10 Principles of Best Practice’.

c)      Manager verification of attaining required standard in each task.

d)     Audit of 3 calls to validate practical application of skills.


Module completed to satisfaction

Signature:                                                                                Date:

Module 4 Handout :  Opening Questions and Qualifying

Principles of Best Practice 

1. The first 30 seconds of your phone call or visit has 95% of the impact. Makes sure it counts.

2. Match a prospect’s goals to your offer and explain how their main needs are being satisfied by the exciting opportunity we offer.

3. Assess a potential customers, financial situation and ambitions fast.

4. The wise Sales Professional realises what people say they want and how they react to a real situation can be different. So probe deeply and don’t assume anything.

5. Clients want a perfection that few offers can come up to. You have to bridge the gap with your selling skills.

6. Find out a prospect’s top three needs and the order of importance and where there is flexibility.

7. Information comes more from listening than talking.

8. Asking good quality questions determines the quality and value of information you receive.

9. Ask them about their business and ambitions and then make your offer showing  how it delivers their goals.

10. Remember the two Prospecting Ps: Patience and Persistence