“I cannot teach anybody anything; I can only make them think.” — Socrates
The world is full of advice. Our little industry is chock full of articles, studies, trade shows, blogs, podcasts, and analyst reports — not to mention more marketing materials than you can shake a stick at.
In fact, there are so many marketing materials it is difficult for prospects to sift through. Combine this with the day-to-day business stresses, and it is almost impossible for you to distill data streams into relevant information. The same goes for your prospects. How can you learn to do so and help your prospects do the same? It is a daunting task, but one that separates you from the rest of the selling pack.
So, this is my idea – I suggest you employ the Socratic Method as a foundational philosophy.
I know what you’re asking. “How the heck can the Socratic Method help me sell more copiers?” Good question.
The Socratic method is a way of thinking and using probing questions to stimulate thought, expose assumptions, and reveal deeper insights.
This is not just a tool for philosophers; it’s a practical and powerful approach that will significantly enhance your business acumen and selling process.
Here’s how:
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