Category Archives: open-ended questioning
Probing questions are at the heart of an effective, consultative selling approach
Being able to win opportunities is what separates a great sales professional from a good one — those who excel, understand the structure of sales meetings, and stay in control. Great sales professionals know where they are going with their questioning strategy and what they want to accomplish at every point in the dialogue. They hone their focus on probing, learning, and fully comprehending the client’s needs before ever talking about their own product. In my last blog post, I focused on tips that will help with open-ended questions, today, I will look at probing questions.
Probing questions are at the heart of an effective, consultative selling approach — one that is all about the client, not how much the sales professional knows or the great products to be offered.
“People don’t care how much you know until they know how much you care”
― Theodore Roosevelt
At the start of a client relationship, you should show interest in the other person’s world, which may include work and family responsibilities, hobbies, sports, or career development. Let the client take the lead, and then use probing questions to explore what the client has just said and to demonstrate your level of interest and caring.
Probing questions are a great way to demonstrate to your clients that you are listening and picking up on key “neon words” » Continue Reading.