The Socratic Method - Most Powerful Sales Technique of All Time
By Stephen Bucaro
Socrates was a great ancient Greek philosopher who invented the most powerful
sales technique of all time. His "Socratic Method" involved asking questions
which would eventually compel an individual to agree with him. In this article,
you'll learn how to use the powerful Socratic Method to almost force people
to buy your product or service.
When you come into contact with a potential customer, you have one point of
view or position (e.g. they should buy your product or service now), and they
have a different position (e.g. they should NOT buy your product or service).
With the Socratic Method you bring the potential customer over to your position
by simply asking them questions.
Each question that you ask is designed such that the only logical answer brings
the potential customer a step closer to your position. Start out with high-level
questions where the answer is obvious. For example, you're a new car salesman
and a potential customer walks into the showroom. You ask; "looking for a new
car?". The obvious answer is yes, why else would they come to a new car showroom?
You ask; "what kind of car are you looking to buy?" The customer responds;
"I'm looking for something that gets good gas mileage and has a sporty look."
You show him a Toyota Yaris (assume you're a Toyota salesman). The customer
responds; "I wouldn't be comfortable in such a small car". You ask; "You want
a car that gets 32 miles per gallon don't you?"
The customer responds; "Yes, but I want something with a sporty look." You
ask; "You like the look of the Yaris sporty front end and sporty lift-back
don't you?" The customer responds; "Yes, it's very sporty, but I was thinking
of shopping around a little more." You ask; "Socrates Toyota has the largest
inventory and the best service department, getting the style and color that you
want and having a great service department is important to you, isn't it?"
The customer responds; "For sure, getting the car I want at a dealer with
a great service department is very important, but I'm not sure I'm ready to
buy right this minute. You ask; "You want to buy before the best cars are
gone and before prices go up don't you?" The customer responds; "Yes, I
need to buy now to make sure I get the style and color I want at a good price."
Bingo! Sale made!
Another example; you're contacted by a potential customer interested in buying
your business opportunity. You ask; "Are you interested in earning a substantial
income?". The customer responds; "I want to earn a substantial income, but
how do I know I can make money with your business opportunity?" You ask;
"I provide complete step-by-step instructions. You want everything laid out
step-by-step so you can't fail don't you?"
The customer responds; "Yes, but can I make substantial income with your
business opportunity?" You ask; "The income you earn depends upon the effort
you make. You are going to make a serious effort to achieve success, aren't
you?" The customer responds; "Yes, I'm serious, but I fear it won't work out
and I'll lose money".
You ask; "My business opportunity is 100 percent guaranteed, you want
to buy an opportunity with zero risk of losing money don't you?" The customer
responds; "If I get step-by-step instructions and no risk of losing money,
it sounds like what I want, but I need to think about it a while." You ask;
"You want to start earning money right away, don't you?" The customer responds;
"Yes, I need to start earning money right away so I need to buy now."
Bingo! Sale made!
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