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 ...
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