Why probing questions

Try these probing questions to dig deep. Asking probing questions means going beyond surface level and getting to the heart of a problem. Here are a few examples of qualifying questions: Establish their origin story Discovering why your prospect has decided to look for a solution now will tell you a lot about their motivations. What are you trying to accomplish as a team this year? How did you hear about us? What made you get in touch? What made you say yes to this meeting?

What led you to start looking for a solution now? What other companies are you evaluating? Discover the root of their pain point When you first start talking to a prospect, they might already have a running list of problems they need solving. Some questions you might ask to do this include: Tell me about your current process.

What does this process look like, and how does it flow in an ideal world? What would provide you with the most relief or value right now? What projects are you currently working on now?

What is preventing you from executing on these projects with ease? What would have made your experience with your current solution better? How might your current providers better helped you succeed?

Some probing questions you might want to ask include: Who typically makes purchase decisions similar to this one? Who else needs to be involved in order to make this a reality? Are there any constraints that might block us from moving forward?

What does your budget look like for fixing this problem? Tell me about the other major initiatives folks are working towards in your company. What steps do we need to take to make this happen? Consistency is key. Try Copper free! No credit card required. Start your day free trial today. Request Demo Try Free. Related articles Sales Tactics How to send a follow-up email after no response How to send a follow-up email after no response Create a follow up email after no response, such as making it personal and adding value.

Kimberlee Meier Contributor. Sales Tactics : 9 min read Cold sales email templates: Are they really worth your time? Cold sales email templates: Are they really worth your time? However, there are situations where the effects may not be as obvious.

Are there any impacts that will escape immediate detection? Find jobs. Company reviews. Find salaries. Upload your resume. Sign in. Career Development. This article has been approved by an Indeed Career Coach When attempting to understand new information, knowing how to ask the right questions is a valuable skill that can facilitate the process. What are probing questions? Probing vs.

Is this what you said? Did I summarize what you said correctly? What criteria did you use? What resources were used? When should you use probing questions? After a presentation To promote critical thinking for students in a classroom setting To ensure that you have an understanding of the entire story When learning something new If you feel that someone is avoiding divulging something To gain insight into a person's thought process When assessing the needs of a new client To facilitate brainstorming possible solutions.

Why do you think that is? What sort of impact do you think this will have? What would need to change in order for you to accomplish this? Do you feel that that is right? When have you done something like this before? What does this remind you of? How did you come to this conclusion? What is your prediction? What was your intention? What should you ask yourself to further your understanding? What is your biggest fear regarding this? What do you think is the best-case scenario?

What do you think is at the root of the problem? What would we do if the opposite were true? How do you know this to be true? What are this situation's pros and cons? What is the connection between these two things? Asking for more detail about a key part of their query directs the customer to the information you most need from them.

So, instead of wading through general information, you can pinpoint the detail you need. This is another probing question that you might use as part of a funnelling technique. This is where you ask a series of questions, getting more detailed with each one. Plus, it gives you the chance to address any reservations they may have. This probing question is a great way to gauge customer expectations.

Often, customer service emphasis goes on providing customers with answers. But not enough focus goes towards the questions that you need to ask customers in return.

Probing questions are one of the useful questioning techniques to use in customer service conversations. Without the right questions, how can you provide the right answers?