Sales Techniques Flashcards
Struggle
Example - “Hmm…let me think about that for a moment.”
Importance - Showing signs of struggle indicates that you’re grappling with a difficult or weighty topic, encouraging empathy from the other party.
Novice Naivety
Example - “Help me out, what do you mean?”
Importance - Admitting ignorance encourages the other party to explain more, they want to help someone who doesn’t know and you feel less threatening.
Disqualification is Key
Are objections such as price, time, or risk of personnel changes going to be a reason we can’t work together, even if you want to?”
Importance - make them fight the objections. They will fight for why they need your solution
Humanizing Your Questions
Example - “That’s a great question!”
Importance - this makes the person feel okay and makes the socratic questions feel less threatening. Softens the question
Socratic Questions
Example - “What makes you believe that our product would be a good fit for your company?”
Importance - Asking Socratic questions invites the other party to think critically and introspectively, leading to deeper understanding. Helps you get to the truth
Types of Socratic Questions
The Repeat - Thats a great question. How often do we deliver in a week? Do you mind me asking, thats a specific question, is there a reason youve asked me that?
The Push Away - Nice question. I dont suppose you are willing to share with me why that question is important to you, do you?
The presumptive - Thanks for that. Im guessing youre asking me that question because youre interested in multiple delkiveries a wekk, is that correct?
The stop-start - I dont often get asked that. We typically have about..actually before I finish, there must be a reason youve asked me that. Do you mind sharing with me why?
The A, B, C or something else - Good question. By “do we deliver weekly” do you mean do we collect and deliver from you, do we drop off to you or something else?
The Lets Pretend - Great question. Lets pretend we could deliver to you weekly, would that be what youre looking for?
Presumptive Questions
“When you asked your team why they keep missing targets, what did they say?”
Importance - Presumptive questions can prompt the other party to reveal more about their situation and expectations, which can guide your approach.
Negative Socratic Questions
Example - “You’re probably right, I guess it’s over then?”
Importance - Using these questions challenges the other party’s assertions in a non-aggressive manner, promoting a deeper conversation and greater understanding.
Applying the “Stop-Start” Socratic technique
Example - “We typically deliver within a week… Actually, before I finish, there must be a reason you’ve asked me that. Do you mind sharing with me why?”
Importance - Encourages open dialogue and allows you to glean additional context or uncover underlying concerns.
Raising potential objections upfront
Example - “Our solution may not be the cheapest. Is price the most critical factor for you?”
Importance - It prepares the person to address potential objections, encouraging a more candid discussion.
ways to struggle
Forget pen or paper
Pause before you speak
Um and ahh, deliberately, not out of nerves
Scratch your head
Sigh
Run your hand through your Hair
Mutter to your self
Start to answer then stop
Make faces that look anguished in thought
Hmm..
ways to novice
Help me out, what do you mean?
To be honest, im not sure, can I ask
Im confused
I dont know. Can I ask
Let me see if Ive got this
You got me, I can find out but before I do
Hmm, interesting do you mean..
ways to provide alternatives
Why not do nothing?
Hire better salespeople?
Fire your worst performers?
Outsource it?
Black book of contacts
Put up your prices?
ways to humanize
I dont get asked that alot, nice
Wow, ive never been asked that!
Thats a great question
Hmm, Im happy to answer but before I do
Nice question
Ohhh, I like that
Fair enough, fair question
TYPES OF SORCRATIC QUESTIONS
The Stop-Start: “Well, I could…hmm, you know…actually, it’s more important that I ask this first. Help me out here, what would an agency really need to do to earn your trust?”
Let’s Pretend: “This might be a stretch, and I’m struggling a bit here, but let’s pretend for a moment. If you didn’t have to worry about the budget, how would that change your marketing approach?”
Repeat: “I’m trying to get my head around this… You’ve mentioned that trust is a key issue with agencies. Could you delve a bit deeper into that? Maybe share an instance where this trust was compromised?”
Presumptive: “Bear with me, I don’t want to make assumptions here, but I get the sense you’ve explored other marketing methods before settling on this conclusion, right?”
A, B, C or Something Else: “I’m grappling with understanding your exact needs… When you think about a successful marketing campaign, is it the return on investment, the quality of leads, or something else that defines its success for you?”
