By I.C. Collins

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.

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

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

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.

P. S. Urgent if you’re looking to optimize your interpersonal skills for success order a copy of " How to Succeed in the Automotive Sales Industry " @TechAutoCareers.com. Then settle in for a satisfying read that will surely enhance your interpersonal skills for success this year, it is not just a book but a service.

If there is anything thing we can answer for you please do not hesitate to get in touch with us @TechAutoCareers.com® we are looking forward to working with you - and hopefully conversing with you. Again, thanks from I.C Collins and Tammi Collins @TechAutoCareers.com® Feel free to be yourself get to know our members on Facebook, Google+, and Linkedin.

We want to take a minute and THANK all the people that comment, like, and share our posts daily. We appreciate you all @TechAutoCareers.com

What do you think? Is this something you can benefit from or do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

I.C. Collins ~ Author, Educator, Trainer and President: Has One Simple Goal: I believe it is my mission and purpose to remind you, that you are meant to have the best life possible! You were created with intention and purpose and I am here to simply help guide you through your life’s journey.