BIOMARIN Influencing – Better than before!

January 28 & 29, 2015 – Panama

Socratic Selling Skills – Reference

Physical Skills

• Handshake – Firm, eye-to-eye, break ice
• Seated Posture – Lean forward, gesture and maintain eye contact

Socratic Dialogue Opener™

Encourage the Prospect/Client to speak:

• Preparation: "I’m prepared to present a new strategy, like we discussed over the phone, …"
• Invitation: "… please tell me about your ideas and expectations, …"
• Benefits: "… So we can dedicate this meeting to what is important for you.”

Active Listening

Use Playbacks:

• "Let me see if I understand…"
• "In other words…"
• "So, what you're saying is…"

Socratic Probes™

Explore needs

• "What else should I know?"
• "Tell me more"
• "Why do you say that?"
• "Specifically…"
• "What else should I know?"
• "For example"
• Echo

Motivators

Find the Hidden Motivator:

• "How does this affect you?"
• "I sense concern"

No Surprises Proposal™

Resume the needs and confirm:

• "Is that right?"

Make a proposal

• Relate benefits/needs

Handling Questions

• Give a short answer
• "I’m curious, why do you ask?"

Objections

Identify reasons behind objection:

"Why do you say that?"

Isolate the objection and present options:

"Suppose we were able to resolve that situation. are there any other issues standing in the way of our doing business."