Customer Survey "There is a direct correlation between your ability to ask effective questions and your closing percentage” The survey questions are designed to take the clients temperature, fish out potential objections, and find hot buttons that will be used later, both to customize the demonstration and to ultimately close the sale. Take your time with the survey. All of our survey questions are designed to elicit particular responses. You must ask each question deliberately. When the client responds, sit back in the “receiving position” and actively listen to their answers. NEVER interrupt them or attempt to finish their sentences. Doing so may cause you to miss out on valuable information that can be used later in the sales process. Take in all relevant information, but ignore all objections at this stage. Keep it conversational. Remember this is not an interrogation, and we are never attempting sell anything or solve any problems this early in the process. Write down all answers on the written survey form. The answers to these questions will help you close the deal by best understanding your customer and helping them through any concerns or questions they have. 1. How did you hear about us? 2. What is your overall goal for this project? 3. What do you like most about your current bathroom? 4. What do you like least about your current bathroom? 5. Do you have any specific design ideas of what you’re looking for? 6. How long have you been considering doing this project? 7. What has prevented you from doing this project? 8. Other than price being important, what else is most important to you for a project like this? Note: If customer is not sure what else is most important to them at this point, you can tell them this: “We have surveyed many customers and find that what they really want, in addtion to good and fair pricing, is quality of product, quality of installation, company trustworthiness, and long-term warranties.”