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What is the Socratic Approach?

#
68
Chris Do
Published
September 12, 2017

Chris Do collaborates with a pro member who discusses the Socratic approach during client interactions.

Read Transcript
We will. We'll try and get the history. We'll try and see where they're coming from. Ok? let them set the groundwork as to where the problem lies. I'll be honest, since I've been put on the spot, I'm slightly anxious right now, so I'm going to try and come. I know, I know. It's kind of like, you're very smooth. Just a minute ago, and now we have to actually map what's in your mind. And we work through this, ok? There's no point to be nervous. The camera is not literally on you right now. It's on this deck, right? This is what everybody will see later. So we can work through this. And this is fantastic because I love to understand how people think we're trying to map this out and to make it less intimidating. I want to make it Black. I'm just kidding about that. This is bothering me. So we're going to understand the client's point of view. OK, Yeah. So that's it. It's just about understanding, first of all. So maybe there is some empathy here. So we're going to ask a few questions to understand what is it that you think? So in a case like this, they think, let's get an intern. This is an hourly thing. They're throwing a bunch of little things. I just want to understand each one of those things, right? OK what? Step two. While they are giving the point of view, your job as a person who's listening to do two kind of listening, one is active listening and the other one is reflective listening actively, meaning that if there is a loose end where the definitions are not clear mutually in the context of the conversation, you try and drill down deeper. It's like when you ask, like, what does the social media strategy means to you? What are the kind of numbers you're trying to pull from these? So your help defining the context and reflect is like you're also positioning yourself as, OK, if I were to be in their position, how would this translate? And that's the empathy part of it that comes back around. OK, so reflective listening is putting yourself in that situation. Yes like, it's almost like listening while removed. I don't know. I'm not doing a very good job explaining it. Are you doing a perfect job of listening? Sorry keep going. You're doing a fantastic job. OK, so you understand the point of view. You said active and reflective listening, and then you reframe their dialogue and in the way that you're perceiving it. So that's where you go. Like, OK, so you mean to say that you want to hire an intern to do this job? That means you're going to pay the intern salary and then work on top of them to kind of make sure that the things gets delivered. So help me understand how do you go about this. And does this really add value to it? OK and what are you doing there, is this a reality check? Yes so it is a reality check in, which you don't accuse. You don't push the button. You don't try and start sound defensive and aggressive, but rather is like, how I'm framing it. neutral tone? Yes why? How are we doing with this list. So far, you guys, everybody can see what I'm typing, right? Does this feel like it's enough for you guys? OK, I'm seeing the thumbs up from rt, so we're pretty good here. I was wondering which one of these is more like validating their mindset or opinions or thoughts and letting, though it's all right to see things that way in these circumstances? Or is that like a general thing? I think as soon as you start, as soon as they start identifying in the direction. What you want to do as a business owner, since this is not a counseling session, it is at the end of them a business transaction. So you have to feel, keeping the context that we're here to do business and you start seeing that, ok? They start seeing reason the way you're phrasing it and you go like, OK, yeah, I think we're in agreement. Do it. It's the way when I hear myself say it almost sounds like you're manipulating them, but you're not. You're trying to close a business deal. Well, so you are manipulating them, but I need to help you guys understand this, that there's nothing wrong with manipulating people because everything you say do the way you dress your body position is in a way influencing somebody else's behavior. Manipulation has a very negative connotation to it because we feel like we're acting against our own behavior. But think about it, I'm here in this platform talking to you. I'm trying to influence your thinking one way or the other. I try to influence it using a number of things that are subconscious that I'm not even actively trying to do. But it is. I am doing it. I mean, what is the point of me getting on this platform to talk to you? If my outcome isn't to help you and to help you, I have to be able to influence you. If you read Blair's book on pricing creativity, it's like all kinds of conversations and pricing is a form of manipulation. So let's not try to not do it for the purposes of evil is what we're trying to do. All right. So that was fantastic. Thank you very much for doing that. Now I said, the number one answer that I was trying to get you guys to say was. And, you know, tone. I'm going to put it in the notes. Tone is really important. We've done this before as a group, right? How you say it. Notice when I was talking to where it's easy to see later one that when I was talking to him, I was saying with a smile and he would say ridiculous things. And what do you do when people say ridiculous things? You laugh. I'm fully aware I'm fully present to the moment. So it's like, oh, you know, I was thinking $1,500 so I'm like, Oh my god, we have to take a zero off this. This is exactly how I would talk to the client. I'm not doing this for theatrics, I'm not being somebody other than myself and the way I would talk to the client. So a lot of people have skepticism around the world plays that we do because they're like, you would never say that this would never happen. It is true to a degree because clients never talk to me the way that the people are role playing. Talk to me. Because we enter the conversation with mutual respect. And it's not this crazy, amped up caricature of a client, they're real people and I'm a real person too. And so if they say something, Chris, why don't you cut your prices in half, which I haven't heard that I would say, well, how do you suppose we would do that? I run a business as you run a business. And if I do that, I would be out of business. So you would hire me. And then two months from now, you would try to send me an email or get in touch with me, and nobody will return your call. Is that? Because I had to let my staff go and I had to shut down. Is that what we're trying to do? I'm doing what you're trying to do, which is to build a sustainable business. And I think I just inadvertently did the four steps that were outlined by MS right there. Checking the reality, trying to get alignment. Active listening, comparing putting myself in that situation, putting them in that situation. OK whew. Wow are you guys ok? You guys need a break? Does your brain hurt a little bit?

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