BIOMARIN Influencing – Better than before!

January 28 & 29, 2015 – Panama


Socratic Selling Skills - Created with Haiku Deck

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"

No Surprises Proposal™

Resume the needs and confirm:

  • "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."
 

Unique Differentiators

Find them in teams that include different departments. Use a whiteboard, easel or other brainstorming tool.

  • The competition can’t match it
  • Different departments
  • Connect benefits to clients

Challenger Value Proposition

 
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