How To Close Your Sales Calls - The Secret of Socrates

In talking with people, don’t begin by discussing the things on which you differ. Begin by emphasizing - and keep on emphasising - the things on which you agree.

Get the other person saying “Yes, yes” at the outset. Keep your opponent, if possible, from saying “No.” A “No” response, according to Professor Overstreet,* is a most difficult handicap to overcome.

When you have said “No,” all your pride of personality demands that you remain consistent with yourself.

The skilful speaker gets at the outset, several “Yes” responses. This sets the psychological process of the listeners moving in the affirmative direction.

It doesn’t pay to argue, that it is much more profitable and much more interesting to look at things from the other person’s viewpoint and try to get that person saying ‘yes, yes.'

“Socratic method,” was based upon getting a “yes, yes” response.

He asked questions with which his opponent would have to agree. He kept on winning one admission after another until he had an armful of yeses. He kept on asking questions until finally, almost without realizing it, his opponents found themselves embracing a conclusion they would have bitterly denied a few minutes previously.

The next time we want to close a sale, let’s remember old Socrates and ask a gentle question - a question that will get the “yes, yes” response.

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