<aside> đź’ˇ
"Judge a man by his questions rather than by his answers." — Voltaire
"If you want the right answers, you have to ask the right questions." — Tony Robbins
</aside>
Probing is important because every answer the prospect gives you leads to multiple different questions to “probe” on.
Surface level question → surface level answer → MANY different questions about their answer → fully understanding them → next phase of the framework.
NOT: questions 1 → questions 2 → questions 3 → question 4
Thats NOT how REAL conversations happen.
Sales calls are not a checklist.
They are more like a game of chess, where each move opens up new possibilities and strategies, requiring you to think ahead and adapt to your opponent’s responses.
But in that game of chess, you both want THE PROSPECT to win (meaning buying the program and changing their life).