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Sales Coaching
August 28, 2023
Nishit Asnani
Get a front-row seat as we dig into the archaeology of wisdom and unearth the Socratic Method. Discover how this timeless technique, rooted in inquiry and dialogue, can illuminate the dark caves of customer needs and steer your sales spaceship to the galaxy of success.

Before you even ask, no, we're not advocating you to don a toga and start preaching in Greek at your next sales meeting. That said, it might get you some seriously entertaining TikTok content.

Pause for a second. Ever come across the name Socrates? Yep, the insightful philosopher known for turning ideas on their head. He pioneered a distinctive style of questioning, giving us the famous Socratic Method—aptly named after him.

This technique was all about getting to the heart of things through dialogue. You see, Socrates believed that answers were like celebrity videos, lurked somewhere in the sea of the unfathomable internet within us, waiting to be discovered. All you had to do was ask the right questions.

Remember, the Socratic Method was not just about asking loads of questions, but about challenging assumptions. A simple "But why do you think that way?" could open up floodgates of hidden infos and insights!

So Socrates' big idea: give dialogue a whirl and who knows what kind of jackpots you might hit?

The Socratic Symphony in Sales

Remember the classic game of 20 questions where you try to uncover the mysterious 'it' through a canny series of yes/no queries? Well, imagine playing that every day, only 'it' is your customer's real pain points and the prize isn't bragging rights, but actual, sweet, sweet deals.

You see, the questions you ask aren't just idle chit-chat. They're strategic moves in the sales dance, aiming to uncover deeper understanding and build stronger relationships. A good question can sometimes be the magic key to open up customer insights, like Dumbledore's 'Alohomora!'

And with every open door, you're not just closer to a deal, but you are also helping your customer discover their own needs and obstacles—much like our ancient philosopher friend made his dialogue partners question their beliefs.

Herein comes the rhythm, the beats to your Socratic Symphony: Workshop questions that provoke thought, challenge assumptions, and urge the customer to delve into their needs at a profound level. In short, your strategic questions shouldn't be a Geico gecko advertisement but a thought-provoking Ted Talk!

So, play those insightful riffs and watch as the dance floor—the sales scenario—lights up with clarity and understanding.

BUT, What's in it for You?

Touchdown Socratic style? Heck yeah! But wait, aren't you wondering, "What's in it for me?" After all, you're not doing this just for your client's enlightenment—although that's a pretty great bonus!

Well, your payout—your ambrosia and nectar, if we're still keeping it Greek—comes in the form of deeper client relationships, clearer understanding of their needs, and a sales roadmap precisely aligned to their requirements.

That ol' Oracle of Delphi did say, "Know Thyself". In the sales realm, we say, "Know Thy Client," because their needs are your golden road to Olympus—the seat where deals are closed.

In the end, it's a win-win game. Your clients find answers, and you find sales opportunities. And together, you arrive at a mutually beneficial solution. That's some good karma right there.

And remember, every time a bell rings, an AI gets its wings! Alright, Jimmy Stewart references aside, if Socrates was around today, he'd definitely have Sybill on his team. But more on that later.

Putting It Into Practice: A Socratic Sales Scenario

Let’s bring our Greek adventure home with a real-world application. Say the sales rep, Donna, is talking to a potential client, Harry, who mentions he finds it hard to keep track of his extensive customer conversations. Here's how Donna, channeling her inner Socrates, might respond:

Rather than thrusting her product into the conversation screaming, "Sybill has a killer feature for that," Donna may instead ask, "What impact does losing track of conversations have on your business?"

Harry’s answer, more likely than not, will lay open more pain points. Donna then dives deeper, her questions steering Harry toward an understanding and acknowledgement of his needs. And still not a word about Sybill's offerings. For now.

This method helps Donna build a foundation on Harry's responses, effectively mapping his pains to Sybill's features only when the time’s right. And when she finally introduces Sybill, it's not as a product but as a solution To Harry’s exact issues.

Tada! Behold the Socratic Method soaked in action, and how it can beautifully shape a sales conversation.

Putting the Pieces Together: Socratic Method and Sybill's AI

Now, who said old-school tactics can't groove with new-age tech? That's where the magic of Sybill comes in. As an AI coach and assistant for sales reps, Sybill doesn't just record sales conversations and churn out call summaries or follow-up emails. It's like having the wisdom of Socrates and the tech-savvy of Stark Industries in your back pocket.

JARVIS, eat your heart out!

Sybill uses the power of questions ingrained in AI to guide reps through sales conversations effectively. What's more? It even populates your CRM custom fields based on call and email data—pretty much the Hermione Granger of sales, conquering administrative loopholes with a flick of the wand!

The result? You have richer, Socratic-style conversations that drive deals and illuminate customer needs, all with a little help from our AI superstar, Sybill. Take that, Marauder's Map!

Ready to Ask it Like Socrates?

It’s time! Time to unleash your newfound Socratic prowess upon your sales scenario. Brush away the uncertainty, puff up that philosophical aura, and stride confidently into the arena of strategic questioning.

Pro Tip: Be like water, my friends. Adapt your style and questions to suit the audience, the situation, and the desired outcome. Remember to listen, understand, engage, and guide the conversation strategically to uncover those golden nuggets of customer needs.

And of course, don't forget our humble helper on this epic odyssey, Sybill. Having an AI assistant in your corner, especially one that's an active evolution of the Socratic Method, is like having a secret weapon. Let it guide you, assist you, and illuminate your path. After all, while we appreciate the past, we're all about combining that wisdom with the power of the now to create the future.

So, don your toga of curiosity, arm yourself with questions, and prepare to conquer the sales world, Socratic style. And remember, when in doubt, just ask. Because in the grand game of sales, the one who knows the customer the best does indeed wear the laurel wreath.

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