What type of questioning helps in uncovering underlying needs?

Probing questions are effective in uncovering underlying needs because they encourage deeper exploration and clarification of a respondent's thoughts or feelings. These questions typically seek to elicit more detailed responses, prompting individuals to elaborate on their initial answers. By doing so, probing questions help identify motivations, preferences, pain points, or specific desires that may not be immediately apparent through more superficial inquiries.

This type of questioning is particularly important in a consultative selling context, where understanding the customer's true needs is crucial for providing tailored solutions. By asking probing questions, a communicator can guide the conversation in a way that reveals critical insights about the customer’s situation, leading to a better understanding of how to meet their needs effectively.