ERC Selling - Socratic Selling Skills

SOCRATIC SELLING SKILLS

Agenda

1 Initial Assessment: We role-play the way each participant approaches sales interviews.

2 Socratic Opener: A new way to get prospects to talk about their specific needs before you present your material.

3 Active Listening: A disciplined approach to listening that improves understanding, drives the sale and builds the relationship.

4 Socratic Questioning: Practice key phrases and questioning techniques that uncover motivators and close sooner.

5 No Surprises Proposal: Organize your material to respond to the needs and motivators you uncover.

6 Negotiating Objections: Handle objections accurately by uncovering specifics, and learning to control unexpected reactions.

7 Closing: A process that uses conditional questions to get sub-decisions and close without pressure.

Strengthen customer relationships and close better sales
Objective		To give salespeople a selling approach that allows less talking, more listening and more predictable and beneficial sales.
Designed for		Sales professionals, Executives, Managers and Customer Service Personnel.
Benefits		Using your own sales situations, you experience success with new sales skills, and learn to: • Open a Socratic Dialogue • Listen actively and understand specific client needs, worries and requirements • Ask the right questions • Uncover motivators • Create commitments that lead to buying decisions • Negotiate objections as avenues towards an agreement • Close with a commitment to next steps