
Socratic Selling Skills™
July, 2014
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"
Motivators
Find the Hidden Motivator:
- "How does this affect you?"
- "I sense concern"
No Surprises Proposal™
Resuma as necessidades e confirme:
- "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."
Closing the Sale
Summarize:
- Needs
- Proposals
- Schedule next steps
Socratic Selling Skills - Created with Haiku Deck