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Questioning Exercise


Hello there,

Im a sales trainer and Im preparing for a short presentation on Qualifying the Customer ( Need Analysis, Questioning, Active Listening)

I need a quick exercise for a very small group ( 4 people ) to start the presentation with.. I will be very grateful if anyone can help me ith that...

My idea is around something like  - Im telling the group I want to buy a watch, give them no right to ask questions and they start guessing, in the end it appears they cant guess without asking questions. What would you advice me?

Thanks in advance,


3 Responses

  1. Product cards

    Hi Darina

    • Give each delegate a card with a picture of a product on the front.
    • On the back of the card write 3 or 4 reasons why they want and need that product. (Innexpensive, reliable etc etc)
    • The other delegates have to sell that product to them but only for the right reasons…
    • this can only be done if they ask questions to identify the individual wants and needs of the person who is buying.
  2. another approach that I have used successfully….

    Give the delegates each a ‘questionnaire’ that says:-

    The perfect home has



    …..m X …..m of garden

    is…………….miles from the shops

    ……..miles from the kindergarten

    …..miles from the secondary school 

    It is detached/semi detached

    single storey/two/three storeys

    is a flat/apartment on the …..floor

    costs me ………………… own/rent

    Get them each to fill in the spaces and delete which doesn’t apply

    Then get them to share…..the likelihood is that they won’t all have the same answers so if they were estate agents how would they know what was the perfect dwelling for their customers? only by asking qualifying questions!





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