We talked in class about answering a question with a question. You, as a salesperson, are trying to get to the root of your clients pain. Whether that’s something they don’t know themselves, or if they know the problem but don’t want to share, you are always trying to gain information, and the best way to do that is ask a question and shut up! If you answer a question directly, you limit the data that you learn. If you ask another question, you get more data!
Socrates, a Greek philosopher, was known for his application of this method. He used probing questions to gain more data, often about himself.
Jesus Christ often did this as well! Review Luke 20:20. Jesus helped others understand their own issues by asking them questions, waiting patiently, and answering once they understood their problem. In this case understanding how he was to be tricked, and answering to help the leaders understand what he was trying to teach. Jesus also often answers with a narrative and metaphor, which is a unique way of communication nowadays, because of the information based, non narrative world that we live in.
Answering a question with a question to gain data has a very rooted history, and it is important in both relationships with others, and moving other people!
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Tying the Socratic method to sales is a great insight. As is the link the link to teachings of Jesus. I feel that in addition to being the master teacher Jesus is also a really great non-sales seller.
I love how you connected sales with Socrates! That is fascinating. I had never thought about sales and the Socratic method as being connected, but thanks to this article, I will definitely be implementing this into my arsenal of sales techniques
Great point! Asking questions to uncover deeper insights is a timeless strategy, from Socrates to Jesus. It helps build understanding, trust, and stronger relationships by allowing the other person to realize their own needs. This method makes conversations more authentic and meaningful!