Qualifying

Question 1

How long problem?

Answer 1

How long has that been a problem?

Question 2

Tried fixing in past?

Answer 2

Have you tried to fix it in the past?

Question 3

Solution work?

Answer 3

Did your solution work?

Question 4

Costing company?

Answer 4

How much do you think it’s costing your company?

Question 5

Impact on you?

Answer 5

What impact does this problem have on you specifically?

Question 6

How long thinking about?

Answer 6

How long have you been thinking about this?

Question 7

Never had a problem?

Answer 7

And you never had a problem with ___?

Question 8

Tell more.

Answer 8

Tell me more about that.

Question 9

More specific?

Answer 9

Can you be more specific?

Question 10

Example?

Answer 10

Give me an example.

Question 11

What tried to do?

Answer 11

What have you tried to do about that?

Question 12

That work?

Answer 12

And did that work?

Question 13

Cost you?

Answer 13

How much do you think that has cost you?

Question 14

How feel?

Answer 14

How do you feel about that?

Question 15

Given up?

Answer 15

Have you given up trying to deal with the problem?

Question 16

Budget aside?

Answer 16

George, do you have a budget set aside for ___?

Question 17

Share budget?

Answer 17

Would you mind sharing it with me in round numbers?

Question 18

Decision process?

Answer 18

George, what decision making process does your company go through when deciding on ___?

Question 19

Who involved in decision?

Answer 19

Besides yourself, who else is involved in the decision making process?

Question 20

Just me in decision.

Answer 20

(Gently) You mean you don’t get any help from the president or a committee?

Question 21

What else know?

Answer 21

What else should I know about?

Question 22

What else aware?

Answer 22

What else should I be aware of?

Question 23

I feel I’ve forgotten?

Answer 23

I feel that I’ve forgotten to ask something, have I?

Question 24

Anything else?

Answer 24

Is there anything else you want to tell me?

Question 25

Dummy Curve:

Don’t understand

Answer 25

George, help me. I don’t understand X.

Question 26

Dummy Curve:

Tell more about

Answer 26

Tell me more about X.

Question 27

Dummy Curve:

Oh

Answer 27

Oh… ?

Question 28

Dummy Curve:

Not sure. What mind?

Answer 28

I’m not sure. What did you have in mind?

Question 29

Dummy Curve:

We talk about?

Answer 29

Did we talk about … ? I don’t remember.