The role of a Solutions Engineer (or of any salesperson, really), has to do with asking questions. Asking the right questions at the right time to the right person in the right way.
That’s why the SE role and sales in general is very much in the Socratic tradition. Asking questions to uncover the truth. But also asking questions designed to convince the interlocutor.
Sure, asking questions elicits information that’s useful. But that’s only one reason.
It also gets the customer to think and come to conclusions that they “own”, i.e. they believe they arrived at these conclusions on their own and are more committed to them. This is the IKEA effect. By framing questions correctly, you can guide their thought process and their conclusions. Very Socratic.
It tells the customer that you “get” them. You earn their trust and they’re more likely to buy. Of course, this only works if you are truly listening to your customer, and you really do care about their needs and priorities. If you don’t, you’re found out pretty quickly.
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