In order to find out what product best fits your customer you need to ask qualifying questions.Asking qualifying questions is one of the ways you can find out what product best fits your customer. Here are some reasons why this method would be beneficial to you and your customer.
1.Explain the need for qualifying.You want your client to know that what you are doing has a benefit for them.Ex. "What I would like to do is get a general idea of the sort of things you like to do on vacation. That way, we will be sure to pick just the right your for you. Okay?" 2.Keep the questions friendly and conversational.You do not want your customer to feel like they are being interrogated while trying to get information from them.Particularly if you are working with a client profile form.Just have a conversation with your customer and as your customer gives you information during the flow of the conversation, jot them down. "Why don't you tell me a but about what you have in mind?" "If you could design the perfect vacation, what would it look like?" 3. Reflective questions.These questions are used to get the customers to reveal more information.These questions bounce off what the customer has already said.Ex. "Uh-Huh" AND...?" "What else?" or "Could you expand on that a bit?" Other times you may want to be more specific. "You said you like to 'learn a little about the culture' on a trip.How have you done that on previous vacations?" 4.Closed and Open Questions.These questions can be answered yes or no. They also can be answered with a one or two word answer.Some open questions get better result than others. "Smoking or non?" "Do you have any dietary restrictions?" "Would you like me to look into theater tickets in London?" Use these only when needed. 5. Handle stalls as necessary.Sometimes customers may be hesitant about providing certain information or may not be clear about your intentions.You will need to reassure your customers.6.Thank your customers.Give your customer credit and acknowledge their role in it.Ex. "Thanks a lot. You have certainly made my job a lot easier. I think I will be able to come up with just the sort of vacation you are looking for." Start with the whole picture, then little by little narrow it down till you get to the small details and then you should have success with those qualifying questions. *quotes from Home Based Travel Agent by Kelly Monaghan.
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