A sales trainer explains how to use qualifying questions to make customers feel they need to earn the purchase. When customers tell stories about using your product and visualize themselves with it, a deal feels good because it's emotional, not because of the price.
The purpose of these questions is to make the customer feel like they have to qualify for it. And can anybody tell me the definition of a good deal? There is no definition. It's just a feeling. One person can buy a $70,000 car and feel like they got a phenomenal deal, and another person went and bought a $10,000 car and they think they got a bad deal. It has nothing to do with money at all. It has everything to do with how someone feels. And so the purpose of these questions is to make the customer feel like they have to qualify for it. If they have to qualify for it, then in their mind they feel they've gotten a better deal. Now it also forces them to again sell themselves by telling stories of how they're going to use it and visualizing themselves actually using it.
