Qualification is used to bring you to focus on what you are really interested in. Qualification is the beginning of the questioning process the questions control a conversation. A good salesperson has many, many questions. The purpose of the questions is to focus on the selling and not your concerns. He will ask questions like, “What car and model are you interested in?”, "How much do you want for your car?", “Did you pay cash or did you finance your last car?”, "How much do you owe on your car?", "How much deposit will you want to put down?”, "How much do you pay a month".