Qualifying Prospects with Open Questions

Use these questions as the basis of a role play. Make up probing questions starting with the words shown on this page. Write down the information you obtain from the questions.

HOW….

WHY…

TELL ME MORE…

DO YOU…

HAVE YOU…

HOW MANY…

IS IT TRUE THAT…

Listen for clues in the reply especially statements like:

“I want” “I need” ‘‘I hope’’ “It is important to us that” “Our objective is” etc.

 

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