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Here's everything you need
to know about how to:
- Be viewed as a consultative business partner
- Uncover new opportunities in existing accounts
- Reduce sales cycles with new customers
- Move to relationship-based value selling
- Uncover business issues and personal "hot buttons"
- Position your solutions to meet prospect needs
- Surface the real reasons behind challenges and objections
- Transform objections into avenues leading to agreement
- Obtain commitments leading to buying decisions
What did other people think about this course?
Since we implemented Socratic Selling Skills, the effectiveness
of our sales force has substantially improved, resulting in
dramatically higher sales in a very sophisticated market.
Thomas J. Lucey, senior managing director, Putnam Investments
Read
more
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• The right message • The right audience • The right way
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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Cost-effective, tailored training for your company
Communispond
programs on-site allow your company the flexibility to:
- Control
the schedule
- Customize
content to your work environment
- Build
a corporate culture of communication excellence
- Reinforce
the skills back on the job
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