At your morning huddle, brainstorm a high quality, open-ended question for the day's product category that will net you information you need in each of the five categories. Jot these questions down in your training notebook to refer back to when you feel like you're in a qualifying rut!
Sometimes qualifying can feel like an interrogation to the customer. To make things feel more natural, try disarming the customer first by explaining exactly what you're doing. For example:
"So you're looking for a bike? Awesome, you came to the right place! Before we check out new rides, I'm going to ask a few questions to get a better picture of how you're going to use the bike. That will give me what I need to make good recommendations for you - sound good?
Practice these "disarming" statements for each product category as you work through the list this week!
