high-impact seminars

 Featured program of the week:
Socratic Selling Skills
Learn to listen, question and create
the dialogs that close the sale.
more info | register now!

For 35 years, our unique training seminars have built high-impact communicators —
The Right Message, The Right Audience, The Right Way
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Here's everything you need to know about how to:

  • Be viewed as a consultative business partner
  • Uncover new opportunities in existing accounts
  • Reduce sales cycles with new customers
  • Move to relationship-based value selling
  • Uncover business issues and personal "hot buttons"
  • Position your solutions to meet prospect needs
  • Surface the real reasons behind challenges and objections
  • Transform objections into avenues leading to agreement
  • Obtain commitments leading to buying decisions

 

 

 

Socratic Selling Skills™

Help Sales Prospects Sell Themselves!

"Forget about manipulative, unnatural selling techniques. Here's a proven approach that puts your prospects to work for you in uncovering needs and making your case."

- Kevin Daley
Communispond Founder and Chairman

Program Outline

Prepare

  • Prepare strategically for your meeting

Open the Dialog Socratically

  • Create an avenue for understanding by encouraging your prospect to speak first

Use a Line of Listening and Inquiry

  • Identify and focus on essential information and productive questions with a six-step format

Listen Actively

  • Use a disciplined approach to listening that guarantees mutual understanding and builds stronger relationships
  • Probe Socratically to keep your prospect's needs in focus and to give yourself more time for listening with easy-to-use probes

Determine Business Issues

  • Uncover your prospect's business issues and drivers that contain the elements of the agreement

Surface Motivators

  • Tap into the personal motivation that can make or break a deal

Create a Value Link

  • Organize a targeted solution that responds exactly to your prospect's needs and motivators and increases the value of the relationship to the customer

Leverage Your Success

  • Demonstrate your expertise and provide valuable evidence of success

Clarify Objections

  • Make objections specific and clear so they can be resolved

Handle Questions Socratically

  • Uncover the issue behind your prospect's questions so you can answer strategically

Close Socratically

  • Help your prospect set next steps that move the sale forward

 

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Other Public courses:
Executive Presentation Skills
Senior Executive Presentation Skills
Sales Presentation Skills


What did other people think about this course?

"Since we implemented Socratic Selling Skills, the effectiveness of our sales force has substantially improved, resulting in dramatically higher sales in a very sophisticated market."

- Thomas J. Lucey
Senior managing director
Putnam Investments

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