What Questions To Ask Prospects During The Sales Discovery Process

Summary

Jeremy Miner's video discusses the art of asking probing questions to uncover prospects' true needs. He emphasizes the use of 'in', 'epq', and 'probing questions' to delve deeper into their problems, root causes, and emotions. Miner illustrates how repeating an emotional word or asking about the duration of an issue can encourage prospects to open up. He provides examples of such questions and explains how they build urgency and reveal the real motivations behind a prospect's need for change.

Takeaways

• 🗣️ Use probing questions to encourage prospects to share more about their problems and emotions.
• 🔍 Clarifying questions help to uncover the root cause of a prospect's issues.
• 🤔 Repeating an emotional word back to the prospect (probing statement) can lead them to open up more.
• ⏱ Asking about the duration of a problem can make the prospect reflect on their situation.
• 🔄 Pausing strategically in questions can prompt deeper thought from the prospect.
• 🔑 Questions that lead to 'pain reliving' can help clarify the impact of the problem on the prospect.
• 🔄 Example questions provided can be adapted for any industry or product/service.
• 👥 Questions like 'What's causing this to happen?' can uncover the driving force behind a prospect's need.
• 🏢 B2B sales can benefit from questions that reveal the company's motivations for change.
• 🌟 Role-playing scenarios can demonstrate how to effectively use these questions in practice.

Q & A

What is the main purpose of asking probing questions?

The main purpose of asking probing questions is to encourage prospects to go beyond surface-level responses and reveal their deeper concerns, problems, and emotions, which can help in building a stronger connection and understanding their needs better.

What is an example of a probing statement?

A probing statement can be as simple as repeating an emotional word back to the prospect. For instance, if a prospect says they're 'stressed,' you could respond with 'stressed' and prompt them to elaborate.

How can asking about the duration of a problem help in a conversation?

Asking about the duration of a problem, such as 'How long has that been going on for?', helps the prospect to relive the pain and consider the impact of the issue over time, which can build urgency for a solution.

What is the significance of pausing when asking certain questions?

Pausing during a question, like 'impact on you,' gives the prospect time to think deeply about their response rather than providing an immediate, thoughtless reaction.

Why are EPQ (Exploring, Probing, Qualifying) questions important?

EPQ questions are crucial as they help uncover the root cause of a prospect's problems, clarify their statements, and probe deeper into their emotions and motivations, which can lead to a better understanding of their needs.

What does the acronym 'EPQ' stand for in the context of sales?

In the context of sales, 'EPQ' stands for Exploring, Probing, and Qualifying. These types of questions help to uncover more information about a prospect's situation and needs.

How can asking 'What's causing this to happen?' be beneficial?

Asking 'What's causing this to happen?' helps to identify the root cause of a problem, which is essential for offering a tailored solution that addresses the core issue.

What is the psychological effect of asking prospects to relive their pain?

Asking prospects to relive their pain can trigger emotions and make them more open to considering a solution that could alleviate their discomfort or problem.

Why is it important to ask 'What's in it for you?' in a B2B context?

In a B2B context, asking 'What's in it for you?' helps to uncover the personal motivations and benefits for the individual within the company, which can be key to closing a deal.

How can role-playing help in understanding the effectiveness of probing questions?

Role-playing allows one to practice and experience firsthand how probing questions can lead to deeper insights and more meaningful conversations with prospects.

What is the goal of asking questions that make prospects think about the impact of their problems?

The goal is to make prospects意识到问题的严重性和紧迫性，从而激发他们寻求解决方案的意愿，这有助于建立购买的紧迫性。