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Socratic Questioning
A philosophical guide to sales discovery
Read Time = 2 minutes
*Sharing a post from the archives this week. Happy Thanksgiving!*
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 four 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. Sound like your world at all today?"
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 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?"
Many sellers are already asking these questions naturally.
If not, I hope this is useful whether you're a Founder, AE or SDR.
Until next Thursday,
TSG
P.S. I reply to all emails.