Pick up on the clues within a sales conversation and probe for more information with these 11 probing questions:
When they are vague or have not given enough information, seek to further understand them by asking for clarification:
- When you mentioned XYZ, how did you mean exactly?
- Could you please tell me more about YY?
- And how did you (or department/team) feel about that?
- And what happened after that?
- What were the implications of XYZ issue on your year?
- WHAT WOULD IT MEAN FOR XYZ ISSUE NOT TO HAPPEN?
- WHAT WOULD IT MEAN IF YOU WERE NOT ABLE TO (SAVE MONEY/TIME/RESOURCE…)?
You can check that they are giving you a full and accurate account by probing for more detail and checking against other information you have. Sometimes people make genuine errors, which you may want to check.
Is there anything else that I may need to know?
When they talk about something vaguely, you may ask for specific examples. This is particularly useful in interviews, where what you want to test both their truthfulness and the depth behind what they are claiming.
Sorry, I’m not sure I follow? Could you help by giving an example of when you did XYZ?
Tell me about a time when you __________
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