Mastering Sales Techniques

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Questions and Answers

What is the benefit of asking to describe what a prospect is looking for?

To waste time

To better present the offer (correct)

To make the prospect feel uncomfortable

To make the salesperson seem more knowledgeable

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 (correct)

To showcase the salesperson's knowledge

To make the prospect feel uncomfortable

To waste time

What is the benefit of asking how long a problem has been going on for and its impact?

To showcase the salesperson's knowledge

To waste time

To reveal the urgency for a solution (correct)

To make the prospect feel uncomfortable

What should expanded probing questions begin with?

'Walk me through' Signup and view all the answers

What happens if a salesperson doesn't uncover the prospect's pain?

There is no sale Signup and view all the answers

What is the purpose of expanded probing questions in sales?

To help prospects feel pain and emotion related to their problems Signup and view all the answers

Which phrase is recommended to begin expanded probing questions?

Walk me through Signup and view all the answers

What can asking about a company's decision-making process reveal?

Other influencers in the sales process Signup and view all the answers

How can asking for specific examples help in sales?

It helps to understand the problem and build urgency for a solution Signup and view all the answers

What is the benefit of asking about the qualities a prospect looks for in a company?

To position the offer more clearly Signup and view all the answers

How can asking to walk through the criteria a company uses to make decisions be useful?

It reveals how to influence the decision-making process Signup and view all the answers

What is the benefit of asking to describe what a prospect is looking for?

To better present the offer Signup and view all the answers

How can asking to explain in more detail be useful in sales?

It helps the prospect feel the pain of the problem and how it's affecting them Signup and view all the answers

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 Signup and view all the answers

What is the consequence of not uncovering the prospect's pain in sales?

The sale will be more difficult Signup and view all the answers

What is the importance of emotional buying in sales?

It is important for building urgency for a solution Signup and view all the answers

How can asking 'tell me more about that' be powerful in sales?

It helps prospects expand on their problems Signup and view all the answers

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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Description

Think you know everything about sales? Test your knowledge on the importance of expanded probing questions. In this quiz, you'll learn about the power of asking open-ended questions to uncover a prospect's pain points, understand their decision-making process, and build urgency for a solution. Discover the phrases and techniques that can help you better position your offer and close more deals. Don't miss out on this opportunity to improve your sales skills!