Probing Techniques

Guidelines in using the Probing Technique

Request permission and then ask a few closed questions to get the client’s response and to know his inclination. [Explain that you are asking these questions to be able to subsequently match your product/service with his need].

Subsequently, ask open questions to get more details. Do not ask too many questions which may irritate the client. It is recommended to provide some info about your company/product after asking a few questions.

Note: Questions using ‘Why and ‘Who are tricky and should be used with caution.

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