Expanded Probing Questions show the prospect?

• A. They show discounts are available
• B. They show nothing relevant
• C. They show you are there for them, you want to hear their pain, and you want them to relive the pain associated with not having the problem resolved.
• D. They show your product features

Answer: (C)

Expanded probing questions are about drawing out the prospect’s pain and its real consequences, while signaling that you’re truly listening and there to understand their situation. They show you’re present with them, you want to hear their pain, and you want them to articulate the impact of not having the problem resolved. This makes the issue feel real and personal, which is essential for guiding the conversation toward a meaningful solution.

In this approach, the goal isn’t to surface discounts or dump product features. It’s to uncover the cost of the problem, how it affects daily operations and outcomes, and the emotional toll of leave-it-untreated. By inviting the prospect to describe how things suffer without a solution, you create urgency and alignment around a next step that addresses their true needs.