How To Ask BETTER Probing Questions | Make Prospects Comfortable and Help Them Move Forward

Mastering the art of asking probing questions is crucial for effective communication and sales. The speaker emphasizes the importance of a question-based approach, avoiding excessive talking and instead guiding prospects towards desired conclusions through strategic questioning. The speaker also suggests that salespeople should be comfortable with both direct and indirect questioning styles, adapt to client personalities, and consistently educate their audience throughout the process, ultimately building trust and perceived value.

Question Game

• 00:01:31 The speaker introduces a ‘question game’ as a fundamental exercise to improve questioning skills. It involves quickly asking and answering questions in a back-and-forth manner with a partner or group, forcing individuals to stay calm and improving conscious mind access. The game's levels progressively challenge participants to become more comfortable with a spontaneous question-based conversation.

Influence Through Questions

• 00:04:25 The speaker differentiates between simply providing information and asking questions to guide prospects towards specific conclusions. This approach helps influence prospects more effectively by making them feel like they've independently reached a conclusion. The holiday sales example illustrates how asking questions about inventory and buyer activity can subtly steer the conversation and educate the client.

Avoiding Negative Framing

• 00:09:21 The speaker cautions against negative framing in questions, which often leads prospects to respond with ‘no.’ While counterintuitive questioning can be strategic, overusing it can create a pattern that hinders a positive sales outcome. He emphasizes the importance of steering the conversation toward a ‘yes’ to promote conversions.

Direct vs. Indirect Questions

• 00:11:30 The speaker explains the importance of having versatility in questioning styles. Some salespeople feel more comfortable with indirect questions, but top-notch salespeople are able to comfortably use both direct and indirect questions depending on the context and client's receptiveness. They navigate the spectrum of directness depending on the level of rapport and receptivity of the client.

Challenging Clients' Assumptions

• 00:15:38 The speaker encourages being willing to ask challenging questions to push back on a prospect's assumptions and expectations. This includes challenging unrealistic pricing expectations or asking bold questions designed to prompt prospects to truly consider their position. This can help elevate a salesperson's perceived expertise and influence.