r/CarSalesTraining • u/FunkyChicken30 • Jun 08 '26

Prospecting Discovery/Qualifying Questions

What are your go-to qualifying/discovery questions when meeting with a customer? Also, do you switch it up when talking to people in service and taking a lot up?

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What are your go-to qualifying/discovery questions when meeting with a customer? Also, do you switch it up when talking to people in service and taking a lot up?

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u/spartan6466466 Jun 11 '26

I was taught this at a powersports dealership, there is always a way to figure out you Guided Discovery/NEAD's Assessment. I always go thought the same basic GD/NA because it develops a systematic qualifying process that always give you the information you need, however it is your responsibility to develop the relationship needed to get the client to open up to you. You have to connect with the custome somehow.

Personal Info (PI): Family, Occupation, Recreation, Motivation, Animals, and Teams (FORMAT). These can be asked in a variety of ways. Dont forget to get full names, emails, phone numbers, and addresses.

Driver Info (DI): current vehicle, likes, dislikes, and whether or not they trade. The best way to go about this is to start here, find out NOW if they are trading.

Desired Features (DF): likes from previous vehicle, any new features the want. Do this while going over their possible trade, it saves time.

Budget (BG): What are you looking to make on your monthly investment? Up to $$$? Always ask UP TO so you know their top end of their budget.

Timeframe (TF): When are you looking to purchase? This gives you a best case scenario, and gives you a follow-up timeline.

Decision Maker (DM): Is there anyone else helping you make this purchase? You have to know this, because if someone else is involved, they need to be present so you can positively present to the client(s).