Socrates: Father of Needs Based Selling
Posted by Mike Ferris on Friday, November 03, 2006 and posted in Home Health Care Hospice SalesThe Socratic approach is that of asking questions and allowing the other person to define their beliefs and preferences. This the approach that ALL home care and hospice sales people should adopt. Ask questions that will allow your referral source to tell you what they want and need. If you are not getting the level of information you want, then continue to dig with additional follow up questions. Make it into a quest - the quest for the nugget of information that will enable you to develop an unassailable relationship based on the referral source’s needs. You will own the accounts if you follow the lead of Socrates!
