Amplification is type of probing technique is being used .
Simply put a probing sales question is one designed to get your prospect to reveal information that you can use to facilitate closing and cooperation. They’re designed to expose information about the prospect that they might not disclose immediately. A good example of this is your prospect revealing a pain you can exploit in your sales pipeline.
Sales probing questions are similar to discovery questions however they are more detailed than the latter. Probing questions go deeper, so a good technique to follow is to start with discovery questions and then follow up with probing questions. You have to exercise your judgment about when to strike.
Think about it this way, discovery questions help you find an issue you can exploit, and probing questions allow you to work out how to exploit it. Both furnish information of different varieties. Let’s look at some examples of probing questions you can use during your sales process.
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