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: “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 ...|
Get Questions That Sell now with O’Reilly online learning.
O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.