The follow-up question is where the real information lives.
The definition
The follow-up question is where the real information lives. Most salespeople ask the first question; elite salespeople know what to do with the answer. The first question usually opens the door — the follow-up question is what gets you inside.
Homeowners don't normally give the entire story immediately. The first answer is usually the headline. The advanced rep hears it and thinks: there is something underneath that — then follows it, down through the problem, its impact, its history, and its priority.
Where it lives: Step 3 — Probing & Layering
Knowing what the follow-up question means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.