ACTION 3: ASK FOLLOW-UP QUESTIONS

To keep the conversation collaborative between you and the buyer, use follow-up questions in your Investigation. After asking prepared questions, seek further clarification or information about the buyer’s response in order to further explore their POWNs. Use follow-up questions to ask for more information about specifics, detail, and intent.

Follow-up questions sound like this:

• “That’s interesting. Please tell me more about _________.”

• “I understand that _________ is your priority this year. How does that impact _________?”

• “I’ve heard similar things from other buyers. How do you see _________?”

• “Please explain your specific problem in more detail.”

Your follow-up questions demonstrate how well you are listening to more than the words the buyer is sharing; they showcase your expertise and continue to prove the value you can provide.