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How To Sell With The Socratic Method with Roger Breisch #214
Roger Breisch is a life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands. Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers’s powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode we discuss how to sell with the Socratic Method and the power questions.
Mindset of Questioning
Questions open up possibilities. Statements close them down. We started the episode with talking about questions and how they fit in the world of business:
- Socratic Method – form of cooperative dialogue based on asking and answering questions to stimulate critical thinking and to draw out ideas
- Listen listen listen. This is how we learn to sell with the Socratic method.
“It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.”
– Mark Twain
- Sadly too often sellers listen until they hear the first gap and then start talking
- Fluency is key to communication
- You must be fluent in your product and services BUT … you must also be fluent in THEIR business and life
Mission Question
- Don’t have a mission statement have a mission question
- Brainstorming provides value to create new ideas. Yet statements can be intimidating. Instead consider Question Storming. Questions open up entirely new opportunities
- It takes 25-50 questions before you reach the real interesting issues.
Be curious. Be genuine. Be loved and people will buy, over and over.
We all want to know is if our lives made a difference. Find out what makes you unique and different from the rest. Once you discover that, be it. You have much in you to be unlocked. People are amazing and so are you.
How To Find Roger Breisch
You can find Rogers blog at rebreisch.com .
This is his book “Questions That Matter” – a book of essays
Also mentioned “A More Beautiful Question” by Warren Burger
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Selling Mindset
- How To Sell With the CRINGE Method from Doug Vigliotti #213
- The Key to Authentic Selling with Jeff Davis #207
- The Purpose of Sales with May McCarthy #203
- Time To Sell Mindset with Chris Spurvey #202
- Three Step Process to Narrow Your Sales Focus #201
- Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
- How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
- Phiology: Secret Code of Leadership David Eisley #189
- Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
- How to Pitch Shark Tank with Michelle Weinstein #184