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Socratic Selling Skills™

April 30, 2013 – Itaú BBA – New York, NY

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:

  • Grabber: Prepare a short presentation (max. 90 seconds) that will motivate your client to talk with you
  • Preparation: "… I'm prepared to present Itaú BBA’s integrated brokerage solutions and the advantages we offer…"
  • Invitation: "…But first, I’d like to understand your needs, challenges and expectations…"
  • Benefits: "… So I can focus our meeting on 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™

Resuma as necessidades e confirme:

  • "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."

Closing the Sale

Summarize:

  • Needs
  • Proposals
  • Schedule next steps

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