Glossary

Socratic questions allow us to always be prepared, simply by answering questions in the form of another question. This is particularly helpful when the question being asked enters dangerous territory, or we don’t know which answer the customer wants to hear.

For example, rather than blindly answering a question like “how do you handle billing?” respond with “how would you like us to handle it?” You can now frame how your company does billing in accordance with what the prospect wants.