When asked what builds trust and credibility early in a relationship with this CEO of a $12 Billion company, he said, “I can always tell how experienced and insightful a prospective lawyer is by the quality of his questions and how intently he listens. That’s just how simple it is.” When you adopt the Socratic Method, you approach nearly every conversation differently. It really is apples and oranges…
The great management thinker Peter Drucker used to pose questions to his clients, focusing on Mission, Customers, Value, Results, and a Plan. While it’s important to provide the prospect/client with as much information as you can, it’s also important to find out as much as possible about their business. The best way to do this is by conducting a client needs assessment.