Probing is the first half of step 3, Probing & Layering: the process of discovering information.
The definition
Probing is the first half of step 3, Probing & Layering: the process of discovering information. You are identifying what brought the homeowner into the market, the problem itself, how long it has been happening, and what it is doing to them.
Probing gets you information; layering tells you what that information actually means. A salesperson can ask twenty questions and still leave knowing almost nothing that helps — because asking questions is not the objective. Understanding the homeowner is.
Where it lives: Step 3 — Probing & Layering
Knowing what probing 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.