Jul 30 • Shelley Walters

Master The Art Of Questioning To Elevate Your Sales Conversations

In our education system, we're often rewarded for having the right answers. Yet, the greatest leaders—like Socrates—are known for asking the right questions, guiding deeper understanding.

We apply this principle in sales. This week, we’re highlighting the art of Socratic questioning, a technique that fosters meaningful and insightful client conversations.

What is Socratic Questioning?

Socratic questioning involves asking thoughtful, open-ended questions that encourage deeper thinking and reveal underlying beliefs and assumptions.

Here are some things to consider when employing Socratic Questioning

  1. Allow Time for Reflection
    Give clients time to respond. A pause can lead to deeper insights.
  2. Probe Responses
    Ask follow-up questions to explore client concerns, like, "What specific aspects worry you?"
  3. Summarise Key Points
    Summarise main ideas to keep the discussion focused.
  4. Maintain Neutrality
    Avoid imposing your views to encourage genuine client responses.
  5. Practice and Refine
    Practice is key. Analyse examples, seek feedback, and refine your technique.

Embrace the Socratic method to deepen client relationships and uncover hidden needs. Remember, it’s not just about having the answers—it’s about asking the right questions.