A good probing question is worded in such a way to encourage individuals to provide details in their answers. A probing question is often asked after an initial open-ended question. What goals would you like to accomplish during our next meeting? When you ask the right questions in the right way, you can end up getting your prospects to do all the selling for you. It could be a senior manager and a buyer, or it could be various stakeholders from various offices across the globe. Sujan Patel is the founder of Mailshake, a sales engagement software used by 38,000 sales and marketing professionals. They begin with words such as who, what, where, when, why, tell me about it and describe for me. The cadence of these questions is how a rep shares and confirms insights with the buyer. In sales, our communication process is to ask open and probing questions to create shared understanding and agreement with the prospect as well as to build your credibility. This is because the context and perspective of your prospect’s response to your guided sales questions will shape your reply versus having canned answers. This can include things such as cost, terms and functionality. Discovery Questions-Uncovering the … Make sure you articulate how your solution fulfills each criterion so that it’s clear to them that your offering can meet their needs. A questioning strategy in selling (and, in fact, every facet of our lives) can make the difference between acceptable sales figures and phenomenal sales figures. Probing questions can expand the prospect’s perspective since they can be used deliberately to uncover needs or requirements that you may be uniquely positioned to address. While on the call with the prospect, I asked a series of sales probingquestions that helped to open up the conversation. It has since been updated with recent information by Randy Hendriks. Using the SPIN Selling methodology, you can ask probing questions around your buyer’s current situation. © 2020 ValueSelling Associates, Inc. All rights reserved.Privacy Policy, The Art of Asking Insightful Open-Ended Questions, To establish credibility and add value to the executive, To get information and create interest through the use of insightful questions. This step gives sales professionals the information necessary to make the most appropriate recommendation. What are Your Goals? Different stakeholders from different departments may be involved in the buying process. Open questions are designed to allow the prospect to provide their insight and perspective about what is going on and why it is important. The objective of an initial sales call is to focus on the prospect’s business—not your product or solution. Conversational questioning skills go beyond knowing what to ask. The fundamental selling skill for traditional salespeople is closing—the fundamental selling skill for value added salespeople is probing and listening. Once a rep has gathered the necessary information by asking strategic probing questions, they can present your product or … Too many salespeople assume that they fully understand their prospects' problems. Buyers will be annoyed if you ask them questions that could have easily been found on their website or through basic research. These are basic and solid questions to ask and they are also open-ended enough to get a conversation started. The other aspect to the budget question is timeframes. More complex sales have these types of questions attached to them. 3. Most important, confirming questions validate shared understanding. Your insightful, open ended, and probing questions will help them see your product as the ideal solution! Need-Payoff Questions. 1. 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