9/14/2023-Qualifying/Probing

Buyers don’t intentionally offer generic answers to sellers’ questions, but if you don’t probe and persist with smart, qualifying questions, you won’t move an account down the funnel.

As a type of question, qualifying questions are in a league of their own because they uncover context and weight…vital nuance nuggets sellers need to dig for.

For example, "When specifically do you predict the contract will be signed?" That one qualifies time!

What about… "What’s the probability we’ll finish this deal in the next two months?" That one qualifies percentages…and time too.

Asking good qualifying questions increases your chances of getting specific answers and insights you need to close deals.

Today, recognize vague and generic answers your buyer mutters and then qualify them.

Try this comeback: "Tell me more details about that…?" Kick it up a bit with this one: "When you say you like our offering, what specifically do you like about it?"

Information is your power source…but the info has to be good and useful. To get high-quality info, assertively probe until you get the specifics you need.

If you get useless answers from buyers, push for more. In sales, Rule #1 is don’t take NO for an answer; Rule #1a is never stop probing.

You don’t think about question type when you’re asking your buyers, you just… ask. That’s the way it should be.

Or maybe not?

Because you’re a student of the game, and because you want to achieve a sustaining membership in the TOP 10%, you study things like question types. So you know that qualifying questions are the secret weapon for sellers.

In a world where buyers often hide behind ambiguous and generic answers, qualifying questions yield clarity and details.

Qualifying questions are especially helpful when it comes to qualifying the likelihood of business…and how much.

If this one isn’t part of your repertoire, it should be: "What’s the probability you’ll approve our proposal this week?"

Here’s the rub: A savvy, experienced buyer rarely answers that question specifically. You might hear something like, "…yeah, lookin’ good." Or, "…everyone’s got their eyes on it." (Arrgh.)

Fear not. Double-down and ask again…probe! Rephrase it and come at ’em again. Your job is to get an answer, and an answer is what you’ll get…but only if you persist.

You might say, "Hey, me and my team have invested a ton of energy into this proposal – which is fine – that’s what we do, but I do need to know where we stand right now. So what can you tell me?"

You’re asking a few questions of a hot prospect until suddenly, you notice their body stiffen, and their face contort.

Oooooh, you must have slipped from assertive probing mode into interrogation mode without noticing it.

There isn’t a prospect or client on the earth who wants to be interrogated by a vendor.

But…if you can pull off this stunt like Andy Samberg’s character in this Brooklyn Nine Nine YT short, all your prospects will love you.

https://www.youtube.com/shorts/3T2E_wGPeiU