Hello there! Knowing how to ask the probing questions when trying to absorb new information is a crucial ability that may help the process.
Do remember!
Probing questions are intended to increase both the knowledge and comprehension of the one asking the question and the person answering it.
The questions themselves, as much as the responses, bring depth and insight.
So, make a good use of them.
In this article, we define probing questions, discuss types of probing questions and share 10 best questions that you may find useful.
Let’s get started then!
Table of Contents
What Are Probing Questions?
Probing questions are intended to elicit in-depth thought on a given issue.
They are usually open-ended questions, which means that the responses are mostly subjective.
Probing questions are designed to encourage critical thinking as well as to elicit the respondent’s ideas and feelings about a certain issue.
10 Best Examples to Ask and Benefits
Here are some examples of the best probing questions and the benefits you will get out of each one of them.
1. How can we help?
This is your chance to ask precise questions about your prospect’s troublesome areas and how your product or service may help to alleviate them.
2. Can you please describe your existing circumstance?
They could take you directly to the heart of their problem, giving you the opportunity to propose your ideal solution.
3. What issues do you want to address?
Invite the prospect to discuss the issues they require assistance with. Position your product as part of their solution after you have a clear picture.
4. What are your goals?
Yes, you must understand what annoys your prospect. But it’s just as crucial to grasp a potential client’s future goals and aspirations for their firm.
5. Are you examining any other possibilities?
You must understand your competitors in order to articulate what makes your product or service exceptional.
6. What do you consider to be the best-case scenario?
It may help you find out what are they expecting to achieve here if everything goes as planned? Is it worthwhile?
7. What prompted you to think about our product?
Get a prospect to talk about what drew them to your product in the first place. This also assists in uncovering what could appeal to future clients.
8. Have you used our product before?
If they are unfamiliar with your product, begin with a wide sales speech to expose them to it.
9. What do you want to gain from this call today?
This question might assist you in gauging and managing client expectations.
10. Is there anything else I should be aware of?
When a prospect is about to leave, it’s a good idea to ask this final check-in question.
Maybe they failed to say something that would come in handy the next time you chat.
Probing Questions List
We are going to provide you with an extensive list of probing questions that you can use right now to help your consumers.
1. Can you tell me more about that?
2. When did this problem begin?
3. Was this the first time something like this happened to you?
4. Could you please give me some background to this?
5 What are your top objectives for the upcoming quarter?
6. What does the decision-making process look like when?
7. What do you think is causing that problem?
8. What’s the timeline for your final decision?
9. Did you refer this to some other service provider?
10. Can you walk me through the process as it looks today?
11. Can you tell me more about the present situation/problem?
12. Have you ever tried to fix this issue yourself?
13. What metrics and goals are you responsible for day-to-day?
14. Can you talk me through a normal day at your company?
15. Has this issue cost you resources?
16. Why are you looking at solving this problem now?
17. Can you help me understand what you mean by that?
18. Is there a budget for this?
19. Why haven’t you done anything about that problem before?
20. For how long are you facing this issue?
21. “How long have you had to deal with this problem?
22. On a priority list, where would this currently sit?
23. What problem are you trying to solve?
24. What goals and objectives do you have for this?
25. What has been your strategy up to this point?
26. Could you give us an example of how this problem might show up?
27. How long have you been thinking about this?
28. Why are those priority objectives for this quarter?
29. Could you tell me more on the problem solving methods that you used?
30. Could you tell me more about that?
31. Why do you think it is happening?
32. Can you give me an example of that?
33. How has this solution affected your brand image?
34. What is your biggest challenge with this?
35. What do you want us to do right now?
36. How soon do you need this problem to be fixed?
37. What are your key objectives with this?
38. How has this issue affected your customers?
39. Did this have an impact on you? How do you feel?
40. Please describe how this problem has affected you or your business.
41. Can you be more specific?
42. Can you tell me about your role?
43. How many of them meet that target versus miss it?
44. Are you sure that the problem is because of this?
45. Can you remember what you were doing the first time the problem came up?
46. Can you give me an example?
47. Can you tell me about your team?
48. What are the new plans that you are offering us?
49. Have you tried to find a solution on your own?
50. What three key outcomes do you want from this?
51. What are your departmental challenges?
52. is this the first time you are facing this issue or it happened earlier as well?
53. What was the outcome of your attempt?
54. Do you have the final say on spending that budget?
55. Do you have any preference with regards to the solution?
56. What does your team want?
57. How long will you take to resolve this issue?
58. Can you please tell me about that?
59. What will be the main factors in making a decision?
60. What is your company getting out of this solution?
61. Can you please tell us about the experience you have with our services?
62. How has this affected you personally?
63. What is stopping you from taking an adequate action?
64. What circumstances led to you choosing us?
65. Who persuaded you to take a decision on our behalf?
66. What do you value most as a customer?
67. How will this be funded?
68. Procuring solutions like ours?
69. What are your views on our customer service?
70. What are you using/doing now?
71. How many people are in your team?
72. How long have you been in your industry?
73. How can we improve customer services in future?
74. What are your concerns we can address immediately?
75. Why did you choose our services over others?
76. How do these knock-on effects impact you personally?
77. Is this decision a local one or more widespread?
78. How can we help you to resolve this issue right away?
79. Do you have the final say in purchasing?
80. Why would this only be relevant to your team?
81. Is there anything else that you would prefer me to help you out with?
82. In an ideal world, what would you want to be doing?
83. Why are we talking today?
84. Will you invite your friends to use our services in future?
85. What other solutions or products have you looked at?
86. Who else is this important to?
87. Can you rate us good for a customer satisfaction program?
88. What did you like about those other solutions?
89. What are the knock-on effects if you don’t solve this problem?
90. What else can we do to better serve you?
91. Can you tell me more about your role at our company?
92. Who would be the person who signs the order form?
93. What did you feel those other solutions were missing?
94. Do you feel our representatives were efficient in solving your problems?
95. What would you say is a ‘must-have’ in a solution?
96. What, according to you, makes us fall apart as a good provider in the market?
97. Can we schedule a time right now to talk again?
98. How do you feel your team would respond to this solution?
99. What other providers do you use?
100. When would you want to make a decision?
101. What does success look like in the first 6 months/year?
102. How can I help you avoid hitting these?
Types of Probing Questions
1. Open-Ended Questions
An open-ended question is one that does not have a definite or brief answer. These allow prospects to share detailed anecdotes about their personal predicament.
2. Closed-Ended Questions
Closed-ended questions are the polar opposite of open-ended questions in which they often have defined answers that leave little opportunity for the prospect to ramble.
3. Loaded Questions
A loaded question is one that is framed in such a manner that it leads the prospect to supply answers regarding a certain issue, giving you an edge.
4. Recall Questions
These questions compel a prospect to think critically about the systems in place at their business.
Tips for Improving Your Probing Questions
Here are some techniques for improving probing questions.
1. Apply the “Know, Feel, Do” Method
Take into account how the consumer feels and how we want them to feel. If we can do that, we will have a firm grasp on how to assist someone.
2. Ask a Closed Question After the Probing Questions
Validate your suspicions about the nature of the problem by asking basic “yes” or “no” questions.
3. Think about the TED Method.
TED stands for Tell, Explain, and Describe.
These are utilized so that the client concentrates on providing us with the most relevant information.
4. Try to avoid asking the question “Why?”
This is due to the fact that we do not want to blame customers for the situation. That is not acceptable customer service.
5. Add Empathy Statements to Probing Questions
When you empathize with individuals, they frequently move from telling you the facts to telling you how they feel.
Final Thoughts
Well, did you like the probing questions we provided you with?
We certainly hope you did!
Asking customer service questions that will help you understand your prospect can improve your chances of completing the transaction.
Isn’t that what we all want to achieve?
These probing questions are intended to help you obtain the necessary information from your customers.
They will also assist you in making your sales process more productive for both you and your prospect. Isn’t that exciting?
If you know some useful probing questions yourself, feel free to share them in the comment section below.
We would love to hear from you.
