Probing questions are typically used for what purpose in a sales conversation?

Probing questions play a crucial role in sales conversations as they are designed to gather more detailed information from the customer. By asking probing questions, a salesperson aims to uncover the underlying needs, preferences, and concerns of the client. This deeper understanding allows the salesperson to tailor their approach, offer solutions that meet the client's specific requirements, and build a stronger relationship.

Using probing questions effectively enhances the communication process and ensures that the salesperson has all the necessary information to effectively address the customer's situation. This strategy ultimately increases the likelihood of a successful sale by aligning the offered products or services with the client’s interests.

The other options do not align with the primary purpose of probing questions. Ending a conversation diminishes the opportunity for insight, diverting the topic risks losing the focus on the customer's needs, and outlining terms would generally occur after understanding the customer's requirements rather than during the probing phase. Thus, gathering detailed information is the primary focus of using probing questions in sales conversations.