After they had finished their analysis, they condensed the salesmans work to seven steps. After all most people will buy from a friend or aquaintance, so the salesman is urged to establish the relationship quickly. Here, he is cautioned to pay equal amount of attention to the spouse. Of course, if he is a co-signer, that smooths things over a lot. Qualification is the beginning of the questioning process that will proceed until the shopper has morphed into a prospect and then to a buyer.
Questions control a conversation.
A good salesperson has many, many questions. The purpose of the questions is to focus on the selling and not the prospect's concerns. If you took this deal, it would be worse than the St. Valentine's Day Massacre. You can surely see that the information that you give will be used against you. A good salesman will always have a good presentation of the product as well as himself.