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Years ago, the best sales rep I’ve seen shared his secret to increasing win rates and improving discovery.

Socrates developed the technique to engage in philosophical conversations… hence the name, 'Socratic' questioning.

I’ve rarely heard sales questioning framed this way in trainings and like it.

The practice involves 4 types of questions:

• Clarifying

• Probing

• Evidence based

• Implications & Impact

Here's what it sounds like...

1. Clarifying Questions

Start here to gather information on the problems. Think of a funnel - begin with broad questions, then get specific.

"Most people come to us because they are struggling with PROBLEM 1, PROBLEM 2 or PROBLEM 3. Which of those sounds most like you world?"

2. Probing Questions

The purpose of probing is to challenge underlying assumptions. These questions encourage prospects to think of alternative perspectives.

"What made you realize that your current solution isn't cutting it?"

3. Evidence Based Questions

Identify the problem, quantify the impact. The goal here is to gather quantifiable data for negotiation and cost justification.

"Which KPIs have been negatively impacted from these challenges?"

4. Implications and Impact

Status quo is a competitor in every deal. Exploring the consequences of 'doing nothing' will help gauge the likelihood of actually making a change.

"What happens if you do nothing?"

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Many sellers are already asking these questions naturally. If not, I hope this is useful whether you're a Founder, AE or SDR.