To gain a deeper understanding of a client or prospects needs, use clarifying and expansion questions. 80 percent of what you want and need to know is often just below the surface of the superficial sales presentation. Ask these questions to get to the meat of the message:
Tell me more about that?
What would that mean to you?
What does that mean to you?
How does that make you feel?
I'm not sure I understand - can you comment on that in more detail?
Can you give me an example?
What exactly do you mean by that?
Help me understand, _____?
I want to be sure I understand, _____?
Would you clarify that?
Can you help me understand?
Explain to me. . .
-Jim
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