Qualify Needs

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<p>One of the most valuable skills for you to&nbsp;develop and practice is the ability to <strong>qualify needs.</strong>&nbsp; Your ability to properly qualify the customer&#39;s&nbsp;needs shows that you understand your customer&nbsp;and will let you meet those needs quickly and correctly. This is an area where the true professional will consistently perform efficiently and increase the number of regular customers&mdash;and their own&nbsp;earning potential.</p> <p><strong>&quot;First General, Then Specific&rdquo;</strong><br /> Some customers may know what they want, but&nbsp;many may not.&nbsp; Your job is to quickly identify the customer&#39;s needs.&nbsp; The easiest way is to ask an open-ended initial question such as&nbsp;&ldquo;What did you have in mind?&rdquo;&nbsp; The response will&nbsp;let&nbsp;you know&nbsp;immediately whether your customer knows what they want.</p> <p>To maximize your efficiency and understand your customer better, continue asking general questions until you have sufficient information to show the customer&nbsp;a product, or to start asking the specific questions you need answered before you can begin suggesting&nbsp;a product.</p> <p>The beginning general questions might be something like this:</p> <p>&ldquo;Could you tell me as specifically as possible what you had in mind?&rdquo;</p> <p>After the customer&nbsp;responds, follow up with a general question like &ldquo;Is there anything else?&rdquo; and keep going until the&nbsp;person says&nbsp;&ldquo;That&rsquo;s it.&rdquo;</p> <p>If you don&rsquo;t have enough information at that point, then start asking specific questions until you get enough information so that you can begin to really help the customer.&nbsp; Please watch the video example for a demonstration.&nbsp;</p> <p><strong>The Budget Question</strong><br /> It is always a good idea to have the budget question answered before presenting a possible product.&nbsp; Although they may not have a hard number in mind, most customers do have a range that they will consider.&nbsp; Conversely,&nbsp;they also have a range or a specific number that they will not consider.&nbsp; Many sales have been lost&mdash;and many feelings hurt&mdash;by showing a customer a product that was&nbsp;too low-priced for&nbsp;someone&nbsp;who wanted to invest more (or,&nbsp;conversely,&nbsp;by showing a product that was priced too high to&nbsp;a customer&nbsp;who could not afford the offering).</p> <p>It is imperative for you to&nbsp;get&nbsp;a sense of the customer&#39;s budget before showing any product.</p> <p>&nbsp;</p>