Questions and Answers
What is the benefit of asking to describe what a prospect is looking for?
To better present the offer
What is the benefit of asking to explain in more detail?
To help the prospect feel the pain of the problem and how it's affecting them
What is the benefit of asking how long a problem has been going on for and its impact?
To reveal the urgency for a solution
What should expanded probing questions begin with?
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What happens if a salesperson doesn't uncover the prospect's pain?
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What is the purpose of expanded probing questions in sales?
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Which phrase is recommended to begin expanded probing questions?
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What can asking about a company's decision-making process reveal?
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How can asking for specific examples help in sales?
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What is the benefit of asking about the qualities a prospect looks for in a company?
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How can asking to walk through the criteria a company uses to make decisions be useful?
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What is the benefit of asking to describe what a prospect is looking for?
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How can asking to explain in more detail be useful in sales?
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What is the benefit of asking how long a problem has been going on for and its impact?
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What is the consequence of not uncovering the prospect's pain in sales?
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What is the importance of emotional buying in sales?
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How can asking 'tell me more about that' be powerful in sales?
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Study Notes
The Importance of Expanded Probing Questions in Sales
- Expanded probing questions help prospects feel pain and emotion related to their problems.
- Prospects buy based on emotion and rationalize with logic.
- Asking "tell me more about that" is a powerful way to get prospects to expand on their problems.
- Asking about a company's decision-making process can reveal other influencers in the sales process.
- Asking for specific examples helps to understand the problem and build urgency for a solution.
- Asking about the qualities a prospect looks for in a company helps to position the offer more clearly.
- Asking to walk through the criteria a company uses to make decisions reveals how to influence the decision-making process.
- Asking to describe what a prospect is looking for helps to better present the offer.
- Asking to explain in more detail helps the prospect feel the pain of the problem and how it's affecting them.
- Asking how long a problem has been going on for and its impact helps to reveal the urgency for a solution.
- Expanded probing questions should begin with phrases like "walk me through" or "tell me more about."
- Without uncovering the prospect's pain, there is no sale.
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