Socratic Selling

If you haven't read the book, "Socratic Selling: How to Ask the Questions That Get the Sale" by Kevin R. Daley, I highly recommend you do so.

Dale King

Sharon Drew Morgan has created a system for facilitating decision making; Jacques Werth has created a system for finding high probability prospects and through an inquiry determining if there are mutual reasons for doing business. Looking at these from the outside and with some inside points-of-reference, they both appear to have Socratic elements to them.

How has this book based on the "socratic method" helped you improve your business and become measurably more productive and happy in what you do, Dale?

MitchM

12:57 PM

Quote:

Originally Posted by MitchM

How has this book based on the "socratic method" helped you improve your business and become measurably more productive and happy in what you do, Dale?

That's a good question, Mitch. In a nutshell, "Socratic Selling" taught me the importance of appreciating and respecting "the power of the customer" - and using that power to my advantage. While that information had already been programmed into my memory banks by other books and tapes I'd read over the years, "Socratic" helped me to fully understand and utilize that knowledge . I continue to practice those lessons to this day.

Dale King

04:02 PM

"the importance of appreciating and respecting "the power of the customer" - and using that power to my advantage." -- Dale

To the customer's advantage also, I'd add, Dale. I like that as it's about respect and arriving at the heart of the matter through quesitoning and listening. I'll have to read the book.

Have you developed the skill so that it's habitual yet not static? By definition a Socratic line of questioning would have to be organic and relative to the relationship and what's being discussed.

By giving or respecting the "power of" the individual you empower that person and yourself which engages both sides in the decision making. Do you begin with a preset list of questions, Dale?

MitchM

05:24 AM

Quote:

Originally Posted by MitchM

Do you begin with a preset list of questions, Dale?

Mitch, I'm in a very enviable position. 80% of the time when a potential client contacts me, they've pretty much made up their mind that they're going to hire me. That's because my sales letters have already done most of the selling for me. It's up to me to close the deal, which isn't too difficult.

That being said...yes, the other 20% of the time, I do use a scripted presentation.

Dale King

That is an enviable position many strive to arrive at and many arrive at, Dale - you've obviously found a way to make it work for you. Many posters here have indicated they've found methods of qualification and disqualification that help them be in a position of strength and of personal time value.

What's so compelling about your sales letters and are they sent to a highly targeted market, Dale?

MitchM

11:53 AM

Quote:

Originally Posted by MitchM

What's so compelling about your sales letters and are they sent to a highly targeted market, Dale?

There really isn't any one thing in particular that make my sales letters compelling, Mitch. It's a combination of carefully crafted elements that work in perfect harmony. That's what makes a successful sales letter. Also, I don't send out sales letters. My sales letters are on my website, because my customers come to me. If you'd like to see one of my compelling sales letters, just click on the link below:

http://guruknowledge.org/pages/%2499-Marketing-Consultation

Dale King

I see what you mean - someone is going to click on your web spot and either want it - or want to know more -or not. Whn does the socratic questioning come in, Dale, if it's just a streamlined click and order process? Are there other things you do?

MitchM

Quote:

Originally Posted by MitchM

Whn does the socratic questioning come in, Dale, if it's just a streamlined click and order process? Are there other things you do?

It's a 5-part sales process, Mitch:

1. First they read the sales letter, and if they're interested they contact me to make payment arrangements.

2. Once I receive their payment I send them a Preconsultation form to complete and return to me.

3. When they return the completed form to me, I'll analyze it carefully and give them a specified time to call me for their consultation.

4. They call me at the agreed upon time, and we discuss their problem.

5. After the telephone consultation, I send them written recommendations on how to improve their profitability.

The Socratic selling techniques are used in steps 2-5.

Dale King

	#1
Dale King	Socratic Selling If you haven't read the book, "Socratic Selling: How to Ask the Questions That Get the Sale" by Kevin R. Daley, I highly recommend you do so. Dale King __________________ If you're tired of all the money-making hype, lies and scams...read this! http://guruknowledge.org/pages/The-S...liate-Handbook

	#2
MitchM	Asking Questions Sharon Drew Morgan has created a system for facilitating decision making; Jacques Werth has created a system for finding high probability prospects and through an inquiry determining if there are mutual reasons for doing business. Looking at these from the outside and with some inside points-of-reference, they both appear to have Socratic elements to them. How has this book based on the "socratic method" helped you improve your business and become measurably more productive and happy in what you do, Dale? MitchM __________________ Twelve Years Helping People Feel Better, Live Better, Do Better http://mitch-mitchsblog.blogspot.com/

	#4
MitchM	Power of the Customer "the importance of appreciating and respecting "the power of the customer" - and using that power to my advantage." -- Dale To the customer's advantage also, I'd add, Dale. I like that as it's about respect and arriving at the heart of the matter through quesitoning and listening. I'll have to read the book. Have you developed the skill so that it's habitual yet not static? By definition a Socratic line of questioning would have to be organic and relative to the relationship and what's being discussed. By giving or respecting the "power of" the individual you empower that person and yourself which engages both sides in the decision making. Do you begin with a preset list of questions, Dale? MitchM Last edited by MitchM : 02-15-2008 at 04:02 PM. Reason: delete some words and add some others for clarity

	#6
MitchM	Enviable Position That is an enviable position many strive to arrive at and many arrive at, Dale - you've obviously found a way to make it work for you. Many posters here have indicated they've found methods of qualification and disqualification that help them be in a position of strength and of personal time value. What's so compelling about your sales letters and are they sent to a highly targeted market, Dale? MitchM

	#8
MitchM	Marketing Letter I see what you mean - someone is going to click on your web spot and either want it - or want to know more -or not. Whn does the socratic questioning come in, Dale, if it's just a streamlined click and order process? Are there other things you do? MitchM

Socratic Selling

General Sales Discussion