What Questions To Ask Prospects During The Sales Discovery Process

Closers are Losers Podcast

30 May 202204:34

Summary

TLDRJeremy 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。

Outlines

00:00

🗣️ Engaging Prospects with Effective Questions

Jeremy Miner discusses the importance of asking probing questions to understand prospects' needs and emotions. He introduces the concept of EPQ (Eliciting, Probing, and Qualifying) questions that encourage prospects to share their problems and feelings, creating urgency for a solution. Examples of such questions include asking for clarification on emotional words (e.g., 'stressed') and inquiring about the duration and impact of issues. The goal is to uncover the root cause of problems and build a connection that leads to a sale.

Mindmap

Keywords

💡EPQ

EPQ stands for 'Exploratory, Probing Questions'. These are types of questions designed to delve deeper into a subject or situation. In the context of the video, EPQs are used to uncover the root causes of a prospect's problems and to understand their emotional state. The script uses EPQs to guide salespeople on how to engage with potential customers to understand their needs more thoroughly.

💡Probing Questions

Probing Questions are inquiries that aim to elicit more detailed or in-depth information. In the video, probing questions are used to encourage prospects to elaborate on their issues, helping to reveal the underlying problems and emotions. An example from the script is asking 'How do you mean by that?' or 'What do you mean by stress?'

💡Root Cause

The 'Root Cause' refers to the underlying reason for a problem or issue. In the video, the speaker emphasizes the importance of identifying the root cause of a prospect's problems to provide effective solutions. It's about looking beyond the symptoms to understand the core issues.

💡Emotions

Emotions play a significant role in decision-making, especially in sales. The video suggests using probing questions to tap into a prospect's emotions to build urgency and make them more open to change. Phrases like 'stressed' or 'frustrated' are used to prompt the prospect to express their feelings.

💡Urgency

Urgency is the sense of immediate need or desire to take action. The video discusses how uncovering a prospect's emotional pain can create a sense of urgency, making them more likely to engage with a salesperson's solution. It's about moving from a passive to an active state of problem-solving.

💡Clarifying Questions

Clarifying Questions are used to ensure understanding and to gain more precise information. In the video, these questions help to clarify what a prospect means, ensuring that the salesperson fully understands the prospect's situation before offering solutions.

💡Rephrasing

Rephrasing is a technique where the salesperson repeats or rewords what the prospect has said to confirm understanding and to encourage further elaboration. The script gives examples like rephrasing 'stressed' to 'how do you mean exactly by stress?'

💡Impact

Impact refers to the effect or influence something has. In the video, the speaker uses questions about impact to make prospects reflect on how their problems have affected them, deepening their engagement with the sales process.

💡B2B

B2B stands for 'Business-to-Business'. The video mentions a B2B context where the questions are tailored to understand what's in it for the company, rather than just the individual. This is about aligning the solution with the company's needs and goals.

💡Implementation

Implementation is the act of putting a plan, idea, or change into effect. The video discusses questions that help uncover what the prospect hopes to achieve by implementing a solution, which can help salespeople tailor their pitch to the prospect's goals.

💡Role Play

Role Play is a method of practicing a scenario to better understand it or to prepare for it. In the video, the speaker uses role play to demonstrate how to ask probing questions and to show how they can lead to uncovering a prospect's pain points.

Highlights

Jeremy Miner discusses the importance of asking questions to uncover prospects' real needs.

Introduces the concept of EPQ (Exploring, Probing, and Qualifying) questions.

Explains how to use clarifying and probing questions to get meaningful insights from prospects.

Stresses the importance of understanding the root cause of prospects' problems.

Describes how repeating an emotional word can encourage prospects to open up.

Suggests asking about the duration of a problem to make prospects reflect on their situation.

Advocates pausing strategically to prompt deeper thinking from prospects.

Provides examples of EPQ questions that can be used across different industries.

Emphasizes the need to understand what's driving the prospect's desire for change.

Discusses the significance of asking about the benefits of solving the problem for the prospect.

Illustrates how to use role-play to practice asking effective questions.

Points out the importance of identifying key words that represent human feelings in a prospect's statement.

Explains how to use a prospect's own words to uncover their problems and needs.

Provides tips for asking questions that reveal a prospect's motivations and emotions.

Encourages salespeople to find out what's behind a prospect's desire for a solution.

Concludes with a summary of the key questions to ask to understand prospects' real situations.