As stated in Part One, never quit asking relevant questions. Questions are pertinent and essential during the qualifying phase of a sales presentation, however, questions are still valuable tools during all phases of the selling process. For instance, questions during the presenting process clarify statements, determine desires, draw out objections, and direct the conversation. Questions also show concern and help gain agreement on important points.
The qualification or relation phase does not have a precise beginning or end. In reality, qualifying interfaces all segments of the selling process. Next, showing merchandise allows the customer to become more emotionally involved in the decision making process because she is now exposed to the aesthetics, such as the color, as well as the feel, touch and sight of the floor covering.