You're meeting with a customer. There's information you need from them to understand their perspective you need to clarify what they are saying. However, it is sensitive information-about their budget, their priorities, or their vision-and the customer may be uncomfortable revealing the details. They haven't given you clear buying signals, but they're talking with you.

How do you get the information you need without putting any pressure on the customer? This is where you start clarifying not qualifying.

Shared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant™

For example:

"If you were to picture your ideal situation, what would that look like?" Wait and listen &wait just wait. Give them a chance to give you permission for the next question, just listen.

"If you had a budget range for this vehicle, what might that be?" 300, 400, 500, shut up and listen they will tell you.

When you ask an "if" question, you help your customer think out loud, imagine their future, and give you important clarifying details without you pushing your solution or putting any pressure on the customer. You have to understand clarifying is not qualifying. Its finding out what you have to work with.

Try it on your next conversation with a customer.

“Give this a Like or Share if you agree!”

Now Share This Story

I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives

I wanted to take a minute and THANK all the people that comment, like, and share my posts daily. I appreciate you all! From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant™

Please accept our invitation and feel free to be yourself and get to know our members on Facebook, Google+, and Linkedin.