Sellers are encouraged to ask specific qualifying questions, most notably about decision makers, timeframe, and budget. A fine line exists between appropriately qualifying an opportunity and probing too invasively.
To minimize the risk of being shut down by a defensive prospect, and to maximize the quality of the information you receive, you simply precede your most delicate questions with a humbling disclaimer.
A humbling disclaimer creates a permission of sorts which makes it easy for the salesperson to ask, and also paves the way for the other person to be more receptive to the question. For example:
Salesperson: “Mr. Customer, I don’t want to overstep my boundaries and ask too many questions, but I would like to understand the big picture before recommending a solution. Do you mind if I ask a couple of specifics about how this project might impact your long-range growth plans?”
Other examples of humbling disclaimers include:
Salesperson: “I’m not sure the best way to ask, but would you mind if…”
“Without stepping on anyone’s toes, would it be okay if we…”
“I don’t want to step out of bounds, but would it be too forward to ask…”
Key Point: If you are respectful of someone else’s right to not to share with you, it’s amazing how much information you can get. Humility is a very attractive human quality, and one that people are naturally drawn toward. Thus, you can significantly enhance the value of the responses you receive by strategically preceding your most sensitive questions with a humbling disclaimer. Simply put, causing people to “want to” share more information with you gives you a strategic advantage over other sellers who are just out there probing for needs.