Use probing questions to delve deeper into customer needs from "summary" of Secrets of Question-Based Selling by Thomas Freese
Probing questions are a crucial tool in sales because they allow you to uncover the true needs and desires of your customer. By asking the right questions, you can delve deeper into their motivations and challenges, gaining valuable insight that will help you tailor your pitch to their specific needs. These questions should be open-ended and designed to encourage the customer to share more about their situation. They should probe beyond the surface level to get to the root of what is driving their decision-making process. By asking probing questions, you can uncover hidden objections, address unspoken concerns, and build a stronger connection with your customer. When asking probing questions, it's imp...
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