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Socratic Selling Skills®

Communispond
Course summary
2 days
Worldwide
Next available date: Contact for info - Worldwide
Company-Specific / In-House

Course description

Socratic Selling Skills®

In any organisation, there is always a small number of salespeople who do most of the selling. They are the stars, and they seem to have been born to sell. But you don’t have to be a natural-born salesperson if you simply master the behaviours of one. What are those behaviours? Successful salespeople focus every interaction with a customer on learning more about that customer and his or her needs. If you learn how to ask the right questions and listen to the answers, you can position your products and services successfully. Then you will become a sales star, too. In this two-day programme, you will learn to plan a sales call, open a dialogue, uncover your customer’s needs, handle objections, resolve issues standing in the way of a sale, and close and solidify business relationships.

Suitability - Who should attend?

This course is suitable for sales professionals at every level.

Training Course Content

Through lectures, small-group exercises, in-the-moment coaching, and video-recorded exercises, students that attend Socratic Selling Skills® will learn:

  • The seven critical steps in a successful sales dialogue (aka the Socratic Selling Process™)
  • How to set a realistic goal for each sales call
  • How to gather information prior to a call
  • How to use a Socratic Opener™
  • How to listen effectively
  • The Four-Point Plan for Accurate Listening™
  • How and why to use playback skills
  • The use of questions, prompts, echoes, and the conditional "if"
  • How to discover both business and personal motivators
  • The Line of Inquiry™
  • The difference between selling value and selling features
  • Value links and how to create a Value Link Statement™
  • How to use evidence and success stories to support your solution
  • How to "specify" common objections
  • How and why to "isolate" all objections
  • How to handle late-stage and status quo objections
  • How to foster collaboration by creating mutual goals
  • How to offer "hidden treasure"
  • How to offer a compromise
  • How to say "no" without losing the customer
  • How to summarise the sales discussion and reinforce the value link
  • How to document next steps and follow-up
  • How to close the discussion with a relationship-building statement

Expenses

Contact Communispond for pricing information.

This course can accommodate up to 12 participants with one facilitator and 16 with two facilitators.

About provider

Communispond

Communispond - building powerful professionals

Since 1969, Communispond has helped over 800,000 professionals achieve business goals by communicating with clarity and power. Communispond has remained the market leader in communication training by teaching skills and actual behaviours with highly individualized instruction. Communispond can help you...


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Reviews

Anoymous
(5)
This course was really beneficial.
Anoymous
(5)
Need a course to assist with unecessary words.
Anoymous
(5)
Class contains a lot of content. Found it difficult to apply all skills during recording sessions. Will refer to class content and notes in the future to improve skills.
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Reviews
Socratic Selling Skills®
Course rating
(5.0)
Based on 29 reviews
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