Socratic Questioning as part of your day to day Sales & Marketing Leadership
In this first installment we will begin to explore utilizing Socratic Questioning to better understand Goals and Purposes:
As Sales & Marketing leaders the success of your organization relies upon your ability to maintain a level of objectivity when weighing facts, making decisions, and leading your organization forward. It doesn’t matter if you are focused on B2B or B2C the same ‘truths’ and ‘reasoning’ which Socrates lectured and taught his pupils in ancient Greece still holds value for your marketing, sales and operation decision today.
For our discussion today we’ll look at how all thought reflects an agenda or purpose. We often refer to the decision to purchase as the WIIFM or What’s In It For Me for the consumer. Whether your developing your creative brief, completing a one page marketing plan, performing SEO optimization or key words alignment we need to assume you do not fully understand someone’s thought (including your own) until you understand the drivers behind it.
I would love to hear your thoughts and questions to drill down and learn WIIFM or what thoughts reflects an agenda or purpose of the project you are working on:
Questions that focus on purpose in thinking include:
- What is your purpose right now?
- What was your purpose when you made that comment?
- Why are you writing/creating this?
- Who is your target audience?
- What do you want to persuade them of?
Taking time to drill down and utilize Socratic questioning can always provide value, the most telling response and the scariest thing you can ever hear is, ‘ because we have always done this!’
Time to tell them about the Spinach in their teeth right now.
What is a ‘Spinach helpful tip’? Have you ever walked around with something in your teeth, and no one tells you. A real friend takes you to the side and tells you. It may be embarrassing at first but not as bad as finding out at the end of the day when it is too late to do anything about it. Especially if you are trying to create a positive brand image and lead your organization to success!
Chris A. Marshall
For more information please feel free to review these additional Spinach Helpful Tips