Which of the following best describes how Expanded Probing Questions are typically introduced in a conversation?

• A. Walk me through a decision-making process
• B. Tell me more
• C. Describe for me what you're possibly looking for just to see if I could help you
• D. Explain that to me

Answer: (C)

Expanded Probing Questions are typically introduced by inviting the prospect to describe what they're looking for in their own terms, just to see if you could help. This framing opens a collaborative space where the person shares their goals, needs, and desired outcomes without feeling pressed into a decision. It signals that the purpose of the conversation is to understand and align with what they want, which lays a solid foundation for deeper exploration through probing questions.

This approach is effective because it surfaces meaningful details early—what success looks like for them, any constraints, and what would count as a helpful solution. When the prospect describes their needs first, you can tailor subsequent questions to probe for underlying motivations, timing, and decision criteria with greater precision, rather than poking around with generic inquiries.

Other options tend to steer the conversation in different directions. A prompt like walking through a decision-making process tends to focus on steps and criteria rather than elicit a candid description of needs and goals. Saying “tell me more” is open-ended but lacks a specific intent to uncover the deeper objectives, which can slow the discovery. Asking someone to “explain that to me” comes off as directive and can create resistance, whereas the chosen phrasing invites cooperation and curiosity, setting up effective Expanded Probing Questions.