In sales, having a good strategy is no longer enough to be successful. Your strategy must also be consistent and repeatable. Simply put, you need a good plan of action.
The Socratic Sales Technique, which is question based, is different because it disrupts traditional thinking. In traditional selling approaches, the first step is either relationship building or uncovering needs. These are important ingredients to be sure. However, in today’s increasingly competitive environment, you have to first earn the right to have a relationship and uncover needs.
Ironically, the two most important ingredients in the sales process, and prerequisites for being successful in sales, also happen to be the two least talked about subjects in sales training over the last thirty years—creating curiosity & earning credibility.
The truth is, if a prospect or customer is not the least bit curious about who you are or what you can do for them, and they don’t think you are a valuable resource, then chances are pretty slim that they would want to engage in a conversation about their needs or your offerings. Conversely, the extent to which you are able to induce curiosity and establish your own credibility will largely determine your effectiveness in sales.
So…think and act like Socrates…ask questions, create curiosity and find success. Or come to our next Transition Training Workshop and we can help you learn this idea.
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