---
title: Ask Follow-Up Questions before Shifting to Solution
description: Stop! Before you leap ahead to your solution, pause, take a deep breath, and ask follow-up questions to confirm you know all the buyer's needs.
image: https://blog.peoplefirstps.com/hubfs/88%20-%20eureka.svg
---

[Skip to content](https://blog.peoplefirstps.com/connect2lead/ask-follow-up-questions#main-content)

![people first productivity solutions logo](https://blog.peoplefirstps.com/hs-fs/hubfs/people%20first%20logo%20xlarge-1.png?width=250&height=108&name=people%20first%20logo%20xlarge-1.png)

- [Home](https://peoplefirstps.com)
- [Leadership](https://peoplefirstps.com/leadership-program-design)
  
  Show submenu for Leadership 
  
    - [The Leadership Challenge®](https://peoplefirstps.com/the-leadership-challenge)
    - [The Leadership Practices Inventory®](https://peoplefirstps.com/lpi)
    - [Supervisor Training](https://peoplefirstps.com/supervisor-training)
    - [Leaders at Every Level](https://peoplefirstps.com/leaders-at-every-level)
    - [Leadership Coaching](https://peoplefirstps.com/leadership-coaching)
    - [Leadership Program Design](https://peoplefirstps.com/leadership-program-design)
- [Teams](https://peoplefirstps.com/executive-teams)
  
  Show submenu for Teams 
  
    - [Executive Teams](https://peoplefirstps.com/executive-teams)
    - [Team Building](https://peoplefirstps.com/team-building)
    - [People Practices](https://peoplefirstps.com/people-practices)
    - [Communication Skills](https://peoplefirstps.com/communication-skills)
    - [Trust at Work](https://peoplefirstps.com/trust-at-work)
    - [Personality Style](https://peoplefirstps.com/personality-style)
    - [Conflict at Work](https://peoplefirstps.com/conflict-at-work)
- Personal Growth
  
  Show submenu for Personal Growth 
  
    - [Soft Skills](https://peoplefirstps.com/soft-skills)
    - [Your Voice Matters](https://peoplefirstps.com/your-voice-matters)
    - [Emotional Intelligence](https://peoplefirstps.com/emotional-intelligence)
    - [1:1 Coaching](https://peoplefirstps.com/1-on-1-coaching)
- Resources
  
  Show submenu for Resources 
  
    - [The People First Leadership Academy](http://www.peoplefirstpotential.com)
    - [Connect2Lead Newsletter](https://peoplefirstps.com/connect2lead-newsletter)
    - [Books](https://peoplefirstps.com/books)
    - [Workshop Calendar](https://peoplefirstps.com/workshop-calendar)
- [About](https://peoplefirstps.com/about)
- [Contact](https://peoplefirstps.com/contact-us)

Open main navigation

Close main navigation

- [Home](https://peoplefirstps.com)
- [Leadership](https://peoplefirstps.com/leadership-program-design)
  
  Show submenu for Leadership 
  
    - [The Leadership Challenge®](https://peoplefirstps.com/the-leadership-challenge)
    - [The Leadership Practices Inventory®](https://peoplefirstps.com/lpi)
    - [Supervisor Training](https://peoplefirstps.com/supervisor-training)
    - [Leaders at Every Level](https://peoplefirstps.com/leaders-at-every-level)
    - [Leadership Coaching](https://peoplefirstps.com/leadership-coaching)
    - [Leadership Program Design](https://peoplefirstps.com/leadership-program-design)
- [Teams](https://peoplefirstps.com/executive-teams)
  
  Show submenu for Teams 
  
    - [Executive Teams](https://peoplefirstps.com/executive-teams)
    - [Team Building](https://peoplefirstps.com/team-building)
    - [People Practices](https://peoplefirstps.com/people-practices)
    - [Communication Skills](https://peoplefirstps.com/communication-skills)
    - [Trust at Work](https://peoplefirstps.com/trust-at-work)
    - [Personality Style](https://peoplefirstps.com/personality-style)
    - [Conflict at Work](https://peoplefirstps.com/conflict-at-work)
- Personal Growth
  
  Show submenu for Personal Growth 
  
    - [Soft Skills](https://peoplefirstps.com/soft-skills)
    - [Your Voice Matters](https://peoplefirstps.com/your-voice-matters)
    - [Emotional Intelligence](https://peoplefirstps.com/emotional-intelligence)
    - [1:1 Coaching](https://peoplefirstps.com/1-on-1-coaching)
- Resources
  
  Show submenu for Resources 
  
    - [The People First Leadership Academy](http://www.peoplefirstpotential.com)
    - [Connect2Lead Newsletter](https://peoplefirstps.com/connect2lead-newsletter)
    - [Books](https://peoplefirstps.com/books)
    - [Workshop Calendar](https://peoplefirstps.com/workshop-calendar)
- [About](https://peoplefirstps.com/about)
- [Contact](https://peoplefirstps.com/contact-us)

[All posts](https://blog.peoplefirstps.com/connect2lead/all)

 August 10, 2016

# Ask Follow-Up Questions before Shifting to Solution

[PFPS](https://blog.peoplefirstps.com/connect2lead/author/rca532)  ·   2 minute read

A seller who has an intention – a true one – to understand a buyer’s needs before offering a solution will ask follow-up questions.![Follow-Up Questions](https://blog.peoplefirstps.com/hs-fs/hubfs/Imported_Blog_Media/Businessman_Clipboard_Checkmark-300x295.jpg?width=300&height=295&name=Businessman_Clipboard_Checkmark-300x295.jpg "ask-follow-up-questions")

The intention is what produces the right questions. The intention is what keeps you from leaping ahead to a solution that won't quite fit. There is no substitute for intention. There is no predetermined list of questions capable of masking true intention. Intent will show through. So think it through before defining it publicly. Once it’s been expressed to the buyer, stick to it to maintain your credibility and to build trust. Use follow-up questions to demonstrate how serious you are about truly understanding and meeting buyer needs.

[![cover for site 2015](https://blog.peoplefirstps.com/hs-fs/hubfs/Imported_Blog_Media/cover-for-site-20151-200x300.jpg?width=143&height=215&name=cover-for-site-20151-200x300.jpg)](https://www.amazon.com/DISCOVER-Questions-Get-You-Connected/dp/098973790X)

### 3 Reasons to Slow Down and Ask Follow-Up Questions

For sellers who believe every hint of an opportunity must be immediately addressed, here are three reassurances to help you wait patiently and ask follow-up questions before you shift into selling mode.

**#1** Buyer needs do not evaporate in the course of a single sales meeting. Jotting down the clues you hear about potential sales opportunities will help you remember to come back to them after you’ve completed the interview or delivered on your stated intention. It is far better to come back to a potential buyer with follow-up questions about the need than it is to pounce on one need before you have all the information.

**#2** The likelihood of making a sale improves when trust, credibility and relevance are established. Asking follow-up questions to reveal and understand the buyer’s needs do exactly that – build trust, demonstrate credibility and ensure relevance. The process of asking more questions will likely increase, not decrease, the chances you have of making a sale. You will not lose the opportunity by waiting until you’ve asked a few more questions.

**#3**: Following through on what you promised and behaving differently from other sellers is a surefire way to create value. This is unexpected and refreshing for the buyer. Good questions make the buyer think. When you are the one asking quality questions and making the buyer think, you are the one creating value. This differentiates you from all other sellers.

Questioning with strategic intent takes practice. Planning makes questions more purposeful and focused. Setting an intention keeps a seller on track and in alignment with the personal brand he or she would like to portray. Communicating the intention to the buyer sets the stage for asking questions to understand buyer needs.

Practice, planning and deliberate focus on your own intention will pay off in improved relationships and accelerated sales.

If you'd like to learn more about how to sequence ask follow-up questions, [read *DISCOVER Questions® Get You Connected*](https://www.amazon.com/DISCOVER-Questions-Get-You-Connected/dp/098973790X). It's based on 20+ years of field research with both buyers and sellers.

 

[![FINAL](https://2524398.fs1.hubspotusercontent-na1.net/hub/2524398/hubfs/FINAL.png?width=1200&length=1200&name=FINAL.png)](https://www.peoplefirstpotential.com/)

The CONNECT2Sell Blog has been discontinued as our focus has shifted to leadership at every level. Research with buyers demonstrates that buyers respond favorably when sellers show up as leaders. If you'd like to step into your full potential as a leader (and boost sales!), take a look at our free and affordable courses on [https://www.peoplefirstpotential.com](https://www.peoplefirstpotential.com/)

Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://blog.peoplefirstps.com/connect2lead/ask-follow-up-questions) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://blog.peoplefirstps.com/connect2lead/ask-follow-up-questions) [twitter icon](https://twitter.com/intent/tweet?url=https://blog.peoplefirstps.com/connect2lead/ask-follow-up-questions) [envelope icon](mailto:?body=https://blog.peoplefirstps.com/connect2lead/ask-follow-up-questions)

## Related posts

[![Graphic Showing 2 People Facing each other](https://blog.peoplefirstps.com/hubfs/399%20-%20Eye%20to%20Eye.svg)](https://blog.peoplefirstps.com/connect2lead/align-with-your-buyers)

[CONNECT2SELL Blog](https://blog.peoplefirstps.com/connect2lead/topic/connect2sell-blog)

### [4 Powerful Ways to Align with Buyers' customer buying cycle stages](https://blog.peoplefirstps.com/connect2lead/align-with-your-buyers)

[![Graphic Showing Someone Stealing in a Pocket](https://blog.peoplefirstps.com/hubfs/pickpocket.svg)](https://blog.peoplefirstps.com/connect2lead/superficial-caring)

[CONNECT2SELL Blog](https://blog.peoplefirstps.com/connect2lead/topic/connect2sell-blog)

### [Your Buyers See Through Your Superficial “Caring”](https://blog.peoplefirstps.com/connect2lead/superficial-caring)

[![Graphic Showing People Having a Meeting](https://blog.peoplefirstps.com/hubfs/77-%20meeting.svg)](https://blog.peoplefirstps.com/connect2lead/interest-is-a-two-way-street)

[AIDA](https://blog.peoplefirstps.com/connect2lead/topic/aida)

### [Interest Is a Two-Way Street](https://blog.peoplefirstps.com/connect2lead/interest-is-a-two-way-street)

![PFPS](https://blog.peoplefirstps.com/hubfs/PFPS.svg)

### Deb Calvert, founder

Putting PEOPLE First since 2005 [deb.calvert@peoplefirstps.com](mailto:deb.calvert@peoplefirstps.com)

[PFPS Information](https://peoplefirstps.com/about)

![C2L](https://blog.peoplefirstps.com/hubfs/C2L.svg)

### Newsletter Sign-Up

Join the CONNECT Community for weekly updates, free courses, and bonus content.

[Newsletter Sign-Up](https://peoplefirstps.com/sign-up-connect-community)

![PFLA](https://blog.peoplefirstps.com/hubfs/PFLA.svg)

### Leadership Academy

Live, eLearning, pre-recorded, coaching, and assessment learning experiences.

[Leadership Academy](https://www.peoplefirstpotential.com/)

#### Sitemap

**Home**

**Leadership**  
[The Leadership Challenge®](https://peoplefirstps.com/the-leadership-challenge)  
[The Leadership Practices Inventory®](https://peoplefirstps.com/lpi)   
[Supervisor Training](https://peoplefirstps.com/supervisor-training)   
[Leaders at Every Level ](https://peoplefirstps.com/leaders-at-every-level)  
[Leadership Coaching ](https://peoplefirstps.com/leadership-coaching)  
[Custom Leadership Programs](https://peoplefirstps.com/leadership-program-design)

**Teams**  
[Executive Teams](https://peoplefirstps.com/executive-teams)  
[Team Building](https://peoplefirstps.com/team-building)   
[People Practices ](https://peoplefirstps.com/people-practices)  
[Communication Skills ](https://peoplefirstps.com/communication-skills)  
[Trust at Work ](https://peoplefirstps.com/trust-at-work)  
[Personality Style ](https://peoplefirstps.com/personality-style)  
[Conflict at Work](https://peoplefirstps.com/conflict-at-work)

**Personal Growth**  
[Soft Skills](https://peoplefirstps.com/soft-skills)  
[Your Voice Matters](https://peoplefirstps.com/your-voice-matters)  
[Emotional Intelligence](https://peoplefirstps.com/emotional-intelligence)  
[Discover Your Strengths](https://peoplefirstps.com/discover-your-strengths)  
[1:1 Coaching](https://peoplefirstps.com/1-on-1-coaching)

**Resources**  
[PFLA](http://www.peoplefirstpotential.com)  
[Connect2Lead Blog](https://blog.peoplefirstps.com/connect2lead)  
[Newsletter Subscription](https://peoplefirstps.com/connect2lead-newsletter)  
[Books](https://peoplefirstps.com/books)

[About](https://peoplefirstps.com/about)

[**Contact**](https://peoplefirstps.com/contact-us)

facebook-f icon linkedin-in icon twitter icon instagram icon

```
©2023 People First Productivity Solutions. All rights reserved. Use of this site constitutes acceptance of our User Agreement and Privacy Policy. Material on this site may not be reproduced, distributed, transmitted, cached or otherwise used, except with prior written permission from People First Productivity Solutions.
```

 

 

```json
{
  "@context" : "http://schema.org",
  "@type" : "Article",
  "author" : {
    "@type" : "Person",
    "name" : [ "PFPS" ],
    "url" : "https://blog.peoplefirstps.com/connect2lead/author/rca532"
  },
  "datePublished" : "2016-08-10T13:00:52+0000",
  "description" : "Stop! Before you leap ahead to your solution, pause, take a deep breath, and ask follow-up questions to confirm you know all the buyer's needs.",
  "headline" : "Ask Follow-Up Questions before Shifting to Solution",
  "image" : "https://2524398.fs1.hubspotusercontent-na1.net/hubfs/2524398/88%20-%20eureka.svg",
  "publisher" : {
    "@type" : "Organization",
    "logo" : {
      "@type" : "ImageObject",
      "url" : "https://2524398.fs1.hubspotusercontent-na1.net/hubfs/2524398/people%20first%20logo%20xlarge-1.png"
    },
    "name" : "People First Productivity Solutions"
  },
  "url" : "https://blog.peoplefirstps.com/connect2lead/ask-follow-up-questions"
}
```