Probing questions are designed to peel back the layers to discover, uncover, excavate and explore what the other person is truly concerned about.
Notice how they are NOT judgmental, they don’t ask yes or no questions, and how they cause the other person to share with you more about their THINKING.
“Tell me this…”
“Share with me how…”
“If _____________ then I don’t understand how/why…”
“I’d like to brainstorm today with you…”
If you’d like to learn more about probing questions click on the Training tab, Training For Sales to find out how you can become a trusted partner and go beyond traditional sales.