Best Discovery/Probing Question Ever

Not actually a question, here’s a very simple, yet powerful, way to get prospects to open up about the real issues, goals, hopes and concerns they have that will affect their decision to work with you.
“Tell Me more about that…”
That’s it.
Like an iceberg, that simple phrase leads people to go beyond their surface statements and reveal the deeper issues, concerns, perceptions, politics, etc. underlying those statements. Respond with “Tell me more about that…” when you hear:
“We need to…” 
“We can’t…” 
“We’re happy with…” 
“This is not the right time…” 
“The others may not agree…”
“I don’t agree…”
“That is too expensive…”
Often a sales person’s knee-jerk reaction to statements like these is to spring back with “Why?” which can sound challenging or too self-interested, or to jump into a counter-argument which only tends to shut down the potential buyer.   
Said in a tone that conveys a sincere desire to understand the prospect’s situation, “Tell me more