Podcast
Questions and Answers
What is the purpose of probing questions in sales?
What is the purpose of probing questions in sales?
- To make the salesperson sound smart
- To uncover the prospect's pain points (correct)
- To confuse the prospect
- To close the sale faster
How can repeating emotional words used by the prospect help in probing?
How can repeating emotional words used by the prospect help in probing?
- It can make the prospect feel insulted
- It can make the prospect angry
- It can make the prospect feel understood (correct)
- It can make the prospect feel uncomfortable
What is the benefit of asking how long a problem has been going on for?
What is the benefit of asking how long a problem has been going on for?
- It helps prospects forget about their pain points
- It helps the salesperson move on to the next question
- It helps the salesperson sound empathetic
- It helps prospects relive the pain and clarify the impact it has had on them (correct)
What is the benefit of pausing after a question?
What is the benefit of pausing after a question?
What is an example of a probing question that can work for any industry or product/service?
What is an example of a probing question that can work for any industry or product/service?
What is the benefit of asking what led the prospect to consider changing their situation?
What is the benefit of asking what led the prospect to consider changing their situation?
What is the benefit of asking what it would mean to solve the problem?
What is the benefit of asking what it would mean to solve the problem?
What is the benefit of using probing questions in B2B sales?
What is the benefit of using probing questions in B2B sales?
What is the benefit of using the word 'trying' in probing questions?
What is the benefit of using the word 'trying' in probing questions?
What is the benefit of effective probing questions in sales?
What is the benefit of effective probing questions in sales?
What is the benefit of using probing questions to pull out the prospect's emotions?
What is the benefit of using probing questions to pull out the prospect's emotions?
What is the benefit of probing questions to clarify the prospect's statements?
What is the benefit of probing questions to clarify the prospect's statements?
What is the purpose of clarifying and probing questions in sales?
What is the purpose of clarifying and probing questions in sales?
What is the benefit of using emotional words in a probing statement?
What is the benefit of using emotional words in a probing statement?
What is the benefit of asking a prospect how long a problem has been going on for?
What is the benefit of asking a prospect how long a problem has been going on for?
What is the benefit of pausing after a question?
What is the benefit of pausing after a question?
What is the benefit of using probing questions in B2B sales?
What is the benefit of using probing questions in B2B sales?
What is the benefit of asking what's causing the problem?
What is the benefit of asking what's causing the problem?
What is the benefit of asking what led the prospect to consider changing their situation?
What is the benefit of asking what led the prospect to consider changing their situation?
What is the benefit of asking what's driving the need for change?
What is the benefit of asking what's driving the need for change?
What is the benefit of using the word 'trying' in a sales conversation?
What is the benefit of using the word 'trying' in a sales conversation?
What is the benefit of using effective probing questions in sales?
What is the benefit of using effective probing questions in sales?
What is the benefit of using probing questions to clarify the prospect's statements?
What is the benefit of using probing questions to clarify the prospect's statements?
What is the benefit of using probing questions to pull out the prospect's emotions?
What is the benefit of using probing questions to pull out the prospect's emotions?
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Study Notes
Effective Probing Questions to Uncover Prospect's Pain Points
- Clarifying and probing questions are important to get prospects to reveal their true pain points.
- These questions help to clarify the prospect's statements and uncover the true meaning behind them.
- Probing questions also help to pull out the prospect's emotions, which psychologically creates a sense of urgency to solve their problems.
- A simple probing statement is repeating back emotional words used by the prospect to get them to open up.
- Asking how long a problem has been going on for can help prospects relive the pain and clarify the impact it has had on them.
- Pausing after a question causes prospects to think deeper about their answer rather than providing a knee-jerk reaction.
- There are many probing questions that can work for any industry or product/service.
- Examples of probing questions include asking what's causing the problem or what led the prospect to consider changing their situation.
- Asking what's driving the need for change or what it would mean to solve the problem can help uncover the prospect's motivations.
- Probing questions can also be used in B2B sales to understand what's in it for the company to implement a solution.
- Using the word "trying" can be a key opportunity to bring out the prospect's problems and trigger them to be open to a solution.
- Effective probing questions can help salespeople uncover the prospect's pain points and build urgency for their solution.
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