Socratic Questioning
Use guided questions to lead others to discover insights and solutions themselves.
What & why
People commit far more to conclusions they reach themselves than to ones handed to them, so guiding someone to their own insight tends to reduce resistance and deepen buy-in. Well-aimed questions also force the listener to do the cognitive work, surfacing assumptions and gaps they would skim past if you simply asserted the answer. Because you are asking rather than telling, it lowers the sense of being lectured or cornered, which keeps people open. The effort of working it out also makes the conclusion more memorable.
Before & after
“Don't you think we should...?”
“'What challenges do you see?' 'What's worked before in similar situations?' 'What would need to change?'”
When you’ll use it
Coaching conversations: 'What would success look like?' followed by 'What's preventing that from happening?'
Problem-solving meetings: 'What assumptions are we making?' then 'How could we test those assumptions?'
Strategic planning: 'What would have to be true for this to work?' then 'What evidence supports that?'
Team development: 'What did we learn from that experience?' followed by 'How might we apply that learning?'
Pro tip
Ask one deep question, then wait. Let silence do the work of thinking.
Questions & answers
What is Socratic questioning in business communication?
How can I use Socratic questioning in business presentations?
What are the benefits of Socratic questioning in professional settings?
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