ddbd1966@earthlink.net As a business consultant, I have had the privilege of working with some companies internationally, and I really enjoy working with people from other cultures. I have learned so much from friends that we have in Japan, Australia, England, The Philippines, Korea, and Costa Rica, just to mention a few. Presently, I am a Business Consultant for One Cup International Consulting Group. My background in sales, sales management, and operations provide strong organizational credentials. View all articles | Contact author

In this article, we want to discuss what kind of questions to ask. There is a difference between asking a question and probing a question. Probing Questions is step number three in The Sales Cycle. What is the difference between asking a question and probing a question? When you ask a question, you are just gathering information about the potential new customer. For example, a salesperson might ask, “What kind of computer systems do you have in your offices?” The customer may reply “We have a fifty hp pavilion mx50 with scanners and printers.” When the salesperson is probing the question, he might ask a question like, “Do you feel that the fifty computers, scanners, and printers are adequate?” Another probing question might be ”Are you planning in your budget for your needs in future?” The process has been simplified for this article, but the point has been made about the differences between questioning and probing.

In this article, we want to take a look at two types of questions. The first questions are fact-finding questions, which should be simple, easy to answer, and able to relax the customer. At the same time, these questions provide you with valuable information to properly qualify your potential customer and to guide your presentation. The second type of questions are feel-finding questions, which enable you to learn about your customer’s needs, wants, desires, attitudes, and opinions, so you can uncover buying motives.

Before we go on with fact-finding and feel-finding questions, remember one of the key rules in sales: Let the customer communicate with you. People prefer talking to listening.

Fact-Finding Questions

1. Does your company have a budget for the new computer systems?

2. Are you the decision-maker that makes the final decision?

3. Are you happy with the computer systems you are using today?

1. Do you feel good about your computer and service company?

2. What do you think about your present computer systems?

3. Do you feel comfortable with your present computer systems?

Important warning:

Don’t present your products, services, and benefits while fact-finding and probing. You must wait. The Presentation is step number four of The Sales Cycle. It is here that you show the customer all the benefits of doing business with you and your company.

Finally, the fact-finding and feel-finding questions help you develop your probing skills, where you are really finding out the needs, wants, and desires of the potential customer.