Jake Burhans argues that influence comes from asking the right questions, not pushing. Use open-ended what and how questions to let sellers reach conclusions themselves. As the saying goes, a man convinced against his will stays unconvinced.
One way in which we're able to influence sellers is through the art of questioning. In today's sales meeting, we are talking about the art of influence, which is the ability to shape or alter someone's thoughts, behaviors, or patterns without force, often through leadership, trust, or respect. One way in which we're able to influence sellers is through the art of questioning. They call it Socratic questioning because Socrates was the guy, whenever he lived, who would just question people to death in the town square. So that sort of idea has been carried over into sales, often through open-ended questions. So what or how questions, and you're basically planting seeds to allow the other person to come to the conclusion that you want. Because when another person comes to a conclusion on their own, it's a much more solid foundation for moving forward than you sitting there trying to tell them something. There's a great quote, "A man convinced against his will is of the same opinion still." So use Socratic questioning, open-ended questions, what or how questions to influence the decision-making, thoughts, ideas, patterns of the other person to get to the outcomes that you want.
