🎯 Sales Strategy

5 / 715 min

🎯Module 7 · Slide 26

Key Probing Questions

The best sales reps ask great questions. They don't just pitch — they diagnose. These questions open real conversations and help you understand their challenges so you can show up as the solution.

High-Value Probing Questions

"How are you handling patients whose insurance mandates white bagging?"

Gets right to a financial pain point — opens the door to our AIC solution

"What happens when a patient can't make it in for their infusion?"

Opens the door to home care — positions us as the overflow solution

"How much time is your staff spending on prior authorizations?"

Sets up our admin support story — we own the PA process so they don't have to

"Have you had any patients denied for site-of-care reasons recently?"

Identifies site-of-care optimization opportunity — we can capture that volume

"What's your biggest challenge with your current infusion provider?"

Opens the door to competitive displacement — listen carefully to the answer

⭐ Listen First, Then Talk

After asking a probing question, stop talking. Let them answer fully. The information they give you is gold — it tells you exactly which part of your value proposition to lead with. Listen first, then talk.