SOCRATIC SELLING SKILLS

PHYSICAL SKILLS

HANDSHAKE

• Firm
• Eye to eye
• Break ice

POSTURE

• Half moon – front of seat
• Gestures
• Mantain eye contact

SOCRATIC OPENER

GRABBER

PREPARATION

INVITATION

BENEFITS

ACTIVE LISTENING

PLAYBACK INTROS

• If I understand you correctly…
• Let's see if I understood…
• So, my understanding is…

SOCRATIC PROBES

• Tell me more…
• Specifically, what were you looking for?
• Why do you say that?
• How so?

SOCRATIC PROBES

• For instance?
• What else should I know?
• Echo

MOTIVATORS

HIDDEN MOTIVATOR

• I detect there's something…
• I sense…
• I feel…

PRESENT PROPOSAL

DEFINE NEEDS AND CONFIRM

• Full playback > is this correct?
• Make a proposal
• Relate benefits/needs

OBJECTIONS

IDENTIFY

ISOLATE OBJECTION AND PRESENT OPTIONS

• Suppose we were able to resolve that situation
• (I'm not saying it's solved, but suppose we could)
• Are there any other issues standing in the way of our doing business?

CLOSING SALE

SUMMARIZE

• Needs
• Proposals
• Agreement on next steps