Socratic Selling Skills ™

Help Sales Prospects Sell Themselves!

"Forget about manipulative, unnatural selling techniques. Here's a proven approach that puts your prospects to work for you in uncovering needs and making your case."

-- Kevin Daley
Communispond Founder and Chairman

Program Outline

Prepare

• Prepare strategically for your meeting

Open the Dialog Socratically

• Create an avenue for understanding by encouraging your prospect to speak first

Use a Line of Listening and Inquiry

• Identify and focus on essential information and productive questions with a six-step format

Listen Actively

• Use a disciplined approach to listening that guarantees mutual understanding and builds stronger relationships
• Probe Socratically to keep your prospect's needs in focus and to give yourself more time for listening with easy-to-use probes

Determine Business Issues

• Uncover your prospect's business issues and drivers that contain the elements of the agreement

Surface Motivators

• Tap into the personal motivation that can make or break a deal

Create a Value Link

• Organize a targeted solution that responds exactly to your prospect's needs and motivators and increases the value of the relationship to the customer

Leverage Your Success

• Demonstrate your expertise and provide valuable evidence of success

Clarify Objections

• Make objections specific and clear so they can be resolved

Handle Questions Socratically

• Uncover the issue behind your prospect's questions so you can answer strategically

Close Socratically

• Help your prospect set next steps that move the sale forward

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