Probing Questions (NEPQ)

Answer 1

Can you tell me more about that?

Question 2

B2B specific

Answer 2

Can you walk me through your/companies decision-making process, when it comes to making decisions like this?

Answer 3

Can you give me a specific example so I can understand better?

Answer 4

Can you go over with me…what you might be looking for when choosing a company to work with?

Answer 5

Can you describe for me…what you meant by that?

Answer 6

Whoah, whoah, hold on, you lost me. Can you unwrap/unpack that for me?

Answer 7

Can you go back a few pages for me…to give me a bit of a background on that?

Answer 8

When you said…how long has that been going on for?

Answer 9

Help me understand…you’ve been having that same problem for the last 18 months. Has that had an impact on you?

Answer 10

Hold on, in what way though?

Answer 11

Can you share with me…?

Answer 12

What do you mean by…that… exactly?

Answer 13

When you say…that…what do mean by that?

Answer 14

When you say…that, what’s causing this to happen?

Question 15

To reveal budget

Answer 15

Could you go over with me your budgetary process you typically use?