Elicitation
How to Loosen Lips…
Elicitation is a planned conversation that flows and induces people to tell you things without you asking. Using elicitation techniques effectively is a conversationalist’s superpower.
​
People ask me why I am successful at obtaining the information I seek during every conversation I have. The short answer is, “I take conversation planning seriously, but I don’t take myself too seriously.” A smile comes easily to me, which promotes sharing.
Planning is key! You plan your conversation with your end goal in mind, what you hope to learn by the end of your conversation.
“Thank you for the great workshop yesterday on CI. I learned some new elicitation techniques and names for things I have been practicing so it was very reinforcing. You are a delightful, pleasant, insightful, and genuine speaker! You didn’t even have to talk loudly to get our attention.”
—Experienced Competitive Intelligence Professionals
Elicitation Techniques
Before sharing these elicitation techniques, I assume that you have planned your call/meeting by doing your homework to figure out how she will be motivated to share with you. This includes which elicitation techniques you plan to use during your conversation.
There are many elicitation techniques. I’m sharing my 12 verbal favorites. Remember elicitation is also nonverbal. Mimicking his expression or even his breathing are elicitation techniques.
-
Expression of Mutual Interest
-
Simple Flattery
-
Quid Pro Quo
-
Naïve Mentality
-
Opposing Stand
-
Provocative Statement
-
Unbelieving Attitude
-
Erroneous Statement
-
Presumptive Statement
-
Complaining
-
Bracketing
-
Silence
​
You want to minimize the threat to the other person’s ego when talking to him, and elicitation does just that! It’s one of the skills developed by the intelligence community that works very well in business conversation.
Who Uses Elicitation?
The number one User is Sales as they work their way through the sales funnel. These are some questions they want answered!
-
Uncover your potential customer’s business problems so you can offer an effective solution to address them.
-
Learn how to overcome all the objections the customer might have to NOT buy your solution, so you can overcome them.
-
Learn your customer’s decision-making process and who will be part of it.
-
Learn your customer’s decision-making criteria.
-
How does your customer perceive the competition…and how is your company perceived in comparison.
Sales can’t ask your customers these questions directly!