What should you do if a prospect gives vague answers?

• A. Use Probing Questions to clarify and get specific information.
• B. Ignore and move on.
• C. Be more aggressive.
• D. Provide price options.

Answer: (A)

When a prospect gives vague answers, the move that moves the conversation forward is to use probing questions to clarify and gather specific information. Vague responses mask what's really going on—needs, priorities, decision criteria, and obstacles. Probing questions invite detail in a way that feels collaborative, not confrontational, helping you uncover the exact points to address. By asking open-ended, discovery-focused questions, you guide the discussion from generalities to concrete specifics, which lets you tailor your approach, address real concerns, and decide clear next steps. For instance, asking what a successful outcome would look like, what would have to be true for them to move forward, or what obstacles are in the way encourages the prospect to spell out details, timelines, and impact. Those specifics let you align your solution precisely and advance the sale. Ignoring vagueness misses crucial information, being more aggressive risks damaging trust, and offering price options too early can derail discovery and lead to misalignment.