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probing question Tagged Articles



Needling for the Need
This article shares a brief tale wherein one service oriented person dared to get to the heart of a matter and unearthed the customer's want. What follows is a brief exercise that may be performed in a staff meeting.

Other probing question Related Articles

Crush Price Objections: Learn to sell value, not price
Two-thirds of the objections salespeople hear come from a failure to qualify and fully understand the buyer’s needs. Superficial probing by the salesperson or a narrow field of vision by the buyer may cause this. And where there is no value to the customer, price rears its ugly head.
Basic Operating Question (BOQ) for Empowerment
One way of thinking of the Basic Operating Question is to consider it your "default" question. It is the question you think of first when faced with a certain type of situation.

Who's Asking the Questions Here Anyway?
What often happens on an initial sales call is the prospect asks the sales rep to justify themselves. Well, not actually in those words, but they ask the rep questions such as -- Describe what you do. What do you sell? Why should I buy from you? And other probing questions that not only put the sales rep in a defensive position, but puts the prospect in control of the meeting.
Are you asking questions that make your customers & prospects THINK?
Questioning or probing as it is also known, is most of the most important skills you can learn when dealing with customers and one of the most powerful. The ability to ask questions that uncover important information about a customer’s needs, current supply and willingness to change is a strong characteristic of a ‘consultative’ sales approach.

The Hidden Importance of Listening
While he had everything under control, the prospect asked him a question and he proceeded to explain his position and then finally answered their question. The problem with that is the order should have been reversed. Any time a prospect asks you a question always answer their question first, then go into your explanation.
Top Customer Sales Questions to Increase Profits in 2009
Some salespeople and managers think they’ll keep clients happy by not ruffling their feathers with uncomfortable questions — but customers can’t solve problems they don’t acknowledge. Here’s how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business.

Will Salespeople Take a Straight Commission Job?
Last week I spoke at the Ritz-Carlton in Phoenix and at Barton Creek Country Club in Austin, TX. I don't recall whether it was Phoenix or Austin where I was asked this question but the question is a good one. Most who wrestle with this issue are asking the wrong question. The correct question should be, "How can I get good salespeople to work in a straight commission environment?"
Can You Do It?
It's not a question of whether you can improve your life and business, instead, it is more of a question of whether you will "Do It Now." This is the attitude so many successful people have used to grow their businesses from small start-ups to great successes. This articile is going to give you a little different perspective on the question, "Can you do it?"
Watch Your Questions
I have found that everyone has a constant question inside of them. This question is the guiding force of a person's life. By identifying the question within yourself, you can recognize how you interact with life and what your repeating patterns are regularly. What is your question?

Move Your Iceberg!
How do you make a meaningful change in your life? That's the million-dollar question. Without that question, there would be no executive coaching or personal development industry, and I'd be out of business. Nevertheless, I'm going to answer the question, right here, right now. And chances are you're still going to want more brilliant advice from professionals like me....
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