If you want insight into the thought process of the prospect, then ask them “What do you attribute that to”. Or you can ask “What, in your mind, caused that”. You would ask this question when they told you about a situation or problem they are facing. The normal course of action would be to say, “tell me more about that”. Or maybe to ask another question delving into the details of the problem. The value of asking “what caused that” is that it gives you an idea about what the prospect thinks the real problem is. It might also give you a clue as to how to solve the problem. But the real value is in giving you more information about how the prospect thinks and what the real pain is. You can always go back and get more details about the problem with follow up questions.
If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan
