When solving problems, dig at the roots instead of just hacking at the leaves
– Anthony J. D’Angelo
Note:This is Part 3 in a 4 part series on “Probing in Sales”.
A good, well-prepared sales pitch and a great presentation does not guarantee sales. It can fall flat without the right information and insight that ‘probing’ would have obtained
‘Probing’ is a questioning technique that relates a customer’s needs with what you’re offering. Understanding their concerns prepares you to connect them with your products and services’ benefits, making them think that your idea can achieve their desired outcome.
The objective here is to get as much information from the customer, to get a clear understanding of the situation. Besides, it does not augur well to go back & forth to gather information.
‘Probing’ differs from a scripted pitch, since ‘probing’ is impromptu and in sync with what the client is talking about. Probing encourages your clients to talk more and convey more information which can help tilt the outcome in your favor.
The simplest formula to use for probing is the 5W1H thais the “who, what, when, where, why and how” :
- “Who will…”
- “What, specifically…”
- “When will…”
- “Where, exactly…”
- “Why does…”
- “How does…”
The formula is not a license to interrogate but a guide line. The questions are to be weaved into the conversation.
In conclusion, effective ‘probing’ is asking relevant questions to seek out as much relevant information as possible from the prospective client