The Socratic Method & Calibrated Questions❓

Most sales conversations fail because the seller is trying to move the prospect forward faster than the prospect’s own thinking can keep up.

That creates resistance.

The Socratic method flips this dynamic entirely. Instead of telling people what to think, you ask questions that force them to think for themselves. When someone arrives at a conclusion on their own, it feels true. And what feels true is defended.

Calibrated questions are the modern, practical application of this.

A calibrated question has no fixed answer. It cannot be replied to with “yes” or “no”. It requires the brain to slow down, disengage from autopilot, and actively generate meaning. This does two things at once;

1️⃣ It buys you time in the conversation

2️⃣ It gives the prospect the illusion of control while you guide the direction.

“What” and “how” questions are powerful because they bypass rehearsed responses. There is no script for them. The brain has to enter creative mode to respond, and in doing so, the answer must be congruent with the person’s internal beliefs and experience.

That’s why calibrated questions reveal truth faster than statements ever will.

You can increase their impact even further by swapping “think” for “feel”. When you ask someone, "What do you think...?", you’re engaging logic. When you ask "What do you feel...?", you’re engaging emotion. And emotion is where decisions are actually made. Logic only shows up later to justify the choice.

This is why prospects often say one thing logically, but behave in a completely different way emotionally. If you’re only questioning the logical layer, you’re missing the real driver.

A well-placed calibrated question doesn’t push someone toward a decision. It creates a mirror. People begin to see the gap between where they are and where they want to be, without you needing to point it out.

And the moment they articulate that gap themselves, the sale becomes a natural consequence, not a persuasion tactic.

This is not manipulation. You’re not putting ideas into someone’s head. You’re helping them surface the ones that are already there.

Comment your best or favourite calibrated questions that you like to use in sales. The ones that consistently open people up or shift the conversation. 💬 ⬇️

I rely too much on explaining and not enough on asking

My questions are good, but I rush the silence

I avoid emotional questions and stay in logic

I’m actively practising calibrated questions in my sales conversations

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