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Screen Test

Qualify prospects by asking the right questions.

This story appears in the August 1996 issue of Entrepreneur. Subscribe »

Two overriding sales problems plague most businesspeople: the need to find more qualified prospects, and the knowledge and use of proper questions to determine prospects' qualifications. The following field-tested stories and lessons may benefit you if you put these how-tos of qualifying prospects into your sales repertoire.

Nothing prepares you more for a spectacular presentation than knowing how to ask the right questions. We can all learn a lesson in the art of asking questions from John Hewitt, founder of the Jackson Hewitt Tax Service franchise. Hewitt says his ability to ask questions that guarantee truthful answers is one reason his success rate with prospective franchisees is so high.

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