Socratic Selling: how to ask the questions that get the sale,
Kevin Daley, Irwin Professional Publishing
Socratic Method: A method of teaching or discussion, as used by Socrates, in
which one asks a series of easily answered questions that inevitably lead...
More
Socratic Selling: how to ask the questions that get the sale,
Kevin Daley, Irwin Professional Publishing
Socratic Method: A method of teaching or discussion, as used by Socrates, in
which one asks a series of easily answered questions that inevitably lead the
answerer to a logical conclusion.
Respect the customer
Help the customer think
Help the customer make decisions.
End of chapter notes
Begin with a Socratic opener:
Say you are prepared
“Mr Jones, I’m prepared to talk about .
.
.
.
.
.
.
, which we discussed on the
phone.
”
Invite the customer to speak on the subject.
“If you could give me your perspective on that .
.
.
“
Offer an immediate benefit.
“We can focus the meeting on what interests you.
”
Every customer has a perspective on a subject and is only too happy to share it.
Ask.
The customer owns the past.
The customer has no stake in the future – until the past has been dealt with.
Help the customer tell the story.
Use Socratic draw probes:
“Tell me more abou
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