Questions That Sell

Expansion Questions

Among the several types of questions that you should use to engage your prospective customers is the expansion question. This question type develops your basic fact-seeking request into a probing question that elicits more detailed information. Expansion questions allow you to sit back and let the customer do the talking.

Ordinary Questions Transformed into Expansion Questions • Ordinary: “Who is the decision maker?” “When will you make a decision?” “What is your time frame?” • Expansion: “Walk me through your company’s decision-making process.” Here one expansion question takes the place of three ordinary questions. • Ordinary: “Are you satisfied with your current system?” • Expansion: “Share with me your level of satisfaction ...