Page 9 - Sales Rep Book1

Sales Probing Questions to Truly Understand Our Clients' Problems
What is a probing question?
Probing questions ask for more detail on a particular matter. They’re often

follow-up questions like, "Could you tell me more about that?" or "Please
explain what you mean." Pobing questions are meant to clarify a point or
help you understand the root of a problem, so you know how best to move
forward.

A successful career in sales is dependent on your ability to ask good sales
discovery questions. And to develop that skill fully, you must know when it's
time to dig deeper with probing questions. You know the kind: the type of
questions necessary to uncover your clients core needs -- fast.

In these cases, simply asking, "Tell me about your biggest challenges with
your current solution," and moving on isn't enough. You must probe with
follow-up questions that will give your prospect the confidence to share their
real hurdles they're facing.

Sales Probing Questions

● How can we help?

● Could you please give me some background to this?
● Why are you seeking to do this work/project/engagement?
● Why isn’t this particular service/product/situation/issue working for you
right now?
● Can you tell me more about the present situation/problem?
● How long has it been an issue/problem?

● How long have your been thinking about this?
● How is it impacting your organization/customers/staff?
● How much is the issue/problem costing you in
time/money/resources/staff/energy?