To understand another person’s point of view, we sometimes need to ask questions to clarify issues or obtain a deeper understanding of why they have that point of view. Too often, the process of questioning is done by rote such as, “what is the problem, why do you think that, etc.?” You will learn more if your questioning is natural and in depth.
Source: Vet-Advantage, December 2016.
Many of our probing questions start with asking about a NEED, which is either a customer’s problem that needs to be solved or an opportunity that needs to be captured. When the customer has answered this initial question and you have acknowledged their response, the next appropriate follow-up question is, “What else?”
INSIGHTS: Powerful follow-up questions, asked in a timely manner, will double the impact, yield faster and bigger results in your performance. Try it and find out for yourself. It works.