Since most buyers are egocentric and highly motivated by the potential return on investment, it is to the Sales Professional’s benefit to ask many probing questions – specifically, what questions – during initial sales meetings. In general, customers like talking about themselves and will freely answer as many questions as the Sales Rep asks if those questions are directly pointed toward the customer’s specific needs and wants. Good examples of probing questions include:

· What do you see yourself doing with this?

· What would prevent you from going ahead with this?

· What else do you feel is important to consider and discuss?

· What questions do you have for me?

Asking questions that keep the focus on the prospect, rather than on a specific product or service, conveys the message that the customer takes priority over making the sale. Your Sales Professionals should leave no stone unturned when it comes to identifying what is most important to the prospect. During questioning, it is important to identify as many needs as possible and to recommend as many solutions as possible to address them. This works in contrast to the traditional approach, which is to present one “boxed” product or service, or a laundry list of offerings that may or may not address the prospect’s unique needs.