Open ended questions that connect and get buyers talking are essential. And they have to be asked in a skillful way, with good framing and value statements embedded to have the greatest effect. But drill down or follow-up questions are where the true art of great questioning begins. They separate the great sales people from the good ones.

Drill down questions require a higher skill level than open ended questions. You have to listen carefully to what the buyer is saying, and then be quick on your feet to ask good, relevant follow-up questions that demonstrate understanding, convey insight and deepen the conversation. (more…)