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What is the best way to phrase a question to get the info you need when it feels like they aren't telling you the whole story?

Ex: Their actions and their words aren't adding up

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2 Answers
Discovery Tactics
  1. Brian Tino
    Brian Tino

    AlphaSense Senior Director, Strategic Sales • 1y

    My two favorite technique to use when you believe a client may not be telling you the whole story is: 1) Humbling disclaimer - you can disarm a prospect who may be withholding information by humanizing the conversation and providing a humorous, self-deprecating "humbling disclaimer". This could sound like, “I’m sorry, but I must need another cup of coffee, because I just don’t get it, can you help me understand why that may be the case?” 2) Suggestive discovery - normalize the situation or state ...Read More

    819 Views
  2. Andrew Zinger
    Andrew Zinger

    Ironclad Senior Global Director, Revenue Enablement • 1y

    Ah...this is a situation every seller with encounter. The way I see it, a good way to phrase a question when you feel a prospect isn’t sharing the full story with you is to ask in a way that encourages them to open up while being non-confrontational. You could say something like: “I want to make sure I fully understand your situation so we can find the best solution. Are there any other challenges or factors we haven’t covered yet that might be important for us to consider?” This approach shows ...Read More

    608 Views

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