In Dimensions of Professional Selling (DPS) sales training, we identify five types of questions in the Exploratory process – Overview, Focusing, Realization, Closing and Dimensional – each with a specific purpose. Dimensional questions allow us to engage our customers who are “fully satisfied” and open our customers’ minds to the possibility of improvement beyond what they thought possible. Dimensional questions reflect our previous explorations with customers and tend to be very specific to each individual customer and his or her situation, making it somewhat challenging to provide generic examples of Dimensional questions. To help you generate your own examples of Dimensional questions, apply your solutions and customer situations to the examples below:
I see a new issue emerging that could affect [the product costs/delivery time/etc.] of your [desired outcome], and I am wondering how you see that?
What are some areas we might be able to focus on that lend themselves to improvement?
When supported with a thorough Exploratory process, and thoughtful planning and positioning, Dimensional questions can reveal the most dramatic opportunities for value creation and drive improved position with customers.