In the world of business development, information is power. The more you understand about your clients, competitors, and market trends, the better positioned you are to create winning strategies. But gathering the right information isn’t just about asking direct questions it’s about mastering the art of elicitation.

Elicitation is the strategic practice of drawing out information from people in a way that feels natural, conversational, and often goes unnoticed. It’s a technique used by intelligence professionals, negotiators, and sales experts to uncover valuable insights without triggering resistance. Instead of interrogating someone with blunt questions, elicitation relies on subtle techniques that encourage people to share information willingly.

In business development, understanding client needs, market shifts, and competitor strategies is crucial. However, people often guard valuable insights whether consciously or unconsciously. Elicitation allows you to:

By integrating elicitation into your business development efforts, you can make more informed decisions and craft tailored solutions that resonate with clients.

Act as if you already know part of the answer to encourage the other person to correct or expand on your statement.

Example: “Most companies I’ve worked with in your space struggle with client retention past the six-month mark. I’m guessing that’s not an issue for you?”

Why it works: If client retention is an issue, they’re likely to clarify or add details, revealing crucial insights.

Intentionally say something slightly incorrect to prompt a correction.

Example: “I heard your team is planning to expand into three new markets next year.”

Why it works: If the statement is wrong, the person will often correct you, providing more accurate information.

Pretend not to know something to encourage the other person to explain in detail.

Example: “I’ve heard a lot about how AI is changing customer engagement, but I’m still trying to understand what’s working best. How do you see it playing out?”

Why it works: People enjoy sharing their expertise, and in doing so, they often reveal more than they intended.

Use flattery to encourage someone to open up about their expertise.

Example: “You’ve been in this space for years you probably have a much better sense of what’s actually working. What’s the biggest trend people aren’t talking about yet?”

Why it works: People are more willing to share when they feel their expertise is recognized.

Offer a small piece of information in exchange for more valuable insights.

Example: “I’ve been hearing from a few companies that regulatory changes are making compliance more complex. Have you noticed any shifts affecting your industry?”

Why it works: By giving first, you increase the likelihood of receiving useful information in return.

Imagine you’re trying to land a new client in the fintech space. Instead of asking directly, “What are your biggest challenges?” (which might get a vague or guarded response), you use assumed knowledge:

If this is an issue they’re facing, they’ll likely reveal what’s not working, giving you the perfect opening to position your solution.

Elicitation should never be about manipulation or deception. Instead, think of it as a way to ask better questions and create conversations that uncover mutual value. The goal is to facilitate deeper discussions that lead to genuine problem-solving and stronger business relationships.

Elicitation isn’t just a tool for intelligence agencies it’s a powerful technique for business professionals who want to uncover insights, build trust, and drive better outcomes. By refining your ability to draw out meaningful information in natural conversations, you’ll gain a competitive edge in business development, sales, and strategic negotiations.

Ready to sharpen your elicitation skills? Start by practicing these techniques in your next conversation you might be surprised at what you learn!

Join the conversation! Share your experiences with elicitation in the comments below or connect with me to explore how these techniques can transform your business approach. Let’s unlock the power of strategic conversations together!