Which method of questioning seeks to delve deeper into the prospect's thoughts and concerns?

The method of questioning that is designed to explore a prospect's thoughts and concerns more deeply is probing questions. This type of questioning encourages the prospect to elaborate on their feelings, opinions, and motivations, leading to a more in-depth understanding of their needs and pain points. Probing questions often start with phrases like "Can you tell me more about that?" or "What specifically concerns you in this area?" By using probing questions, sales professionals can uncover valuable insights that may not be revealed through more surface-level inquiries.

Open questions, while also valuable, typically aim to gather broad information and invite the prospect to share their thoughts freely. They might start with "What" or "How," but they do not necessarily focus on digging deeper into specific concerns. Closed questions, on the other hand, limit responses, typically yielding a simple "yes" or "no," which does not facilitate deeper exploration of the prospect's feelings. Summary questions serve to wrap up or clarify what has already been discussed, rather than seeking further insight into the prospect’s thoughts or concerns. Therefore, probing questions are the most effective method for delving deeper into a prospect's psyche.