Building Beliefs and Socratic Dialogue

Building the Seven Beliefs

• Think of the seven beliefs as a checklist to complete before transitioning to the close.
• A failure to address these beliefs can result in the prospect not buying due to unresolved doubts or unaddressed objections, such as partner objections.
• While some prospects may seem agreeable, it is important to thoroughly examine each of the seven beliefs to avoid being misled by a smokescreen.

Socratic Dialogue

• Socratic dialogue involves asking skilled questions to guide the prospect to the desired conclusion as if it were their own idea.
• It emphasizes leading the prospect through questions.
• Ethics involves creating internal pressure based on the prospect's own reasons and outcomes, not external pressure driven by the salesperson's needs.
• There is a balance between helping someone who needs a push and enrolling someone who is not a good fit for personal gain, which is unacceptable.
• Dennis, a Filipino trainer, introduced the concept, highlighting its use in leadership to guide and direct through questions.
• Asking skilled questions to extract information ethically helps build critical thinking skills in prospects and creates internal pressure.
• This covers the seven beliefs, leading to a mutually beneficial outcome where everyone is satisfied.

Consistency Bias

• Consistency bias amplifies the power of Socratic dialogue.
• When prospects express the seven beliefs, they are reinforcing these beliefs to themselves through strategic questioning.
• Human behavior is strongly influenced by the need to remain consistent with one's beliefs.
• Prospects are more likely to close themselves because they want to remain consistent and they have said they are struggling with something.
• Additional resources for understanding this: Tony Robbins's work and Robert Cialdini's "Influence".
• People will remain consistent with the information they have shared, especially when it aligns with their values.
• Using Socratic dialogue with a belief ladder creates a sense of incongruence if the prospect does not move forward, leading to an objectionless close.
• Great closers often achieve objectionless closes or handle logistical matters due to effective groundwork.
• These matters include payment plans or start dates, rather than fundamental objections.
• Executing the sales process correctly before the close is essential for success.
• The sale begins from the first interaction, even before getting on the phone, and involves setting up the conversation to address the seven beliefs.
• Prospects articulate their problems and challenges through Socratic dialogue.
• By doing so, they overcome the seven beliefs and reinforce their commitment to being the kind of person they claim to be.

The Art of Listening

• The person who talks the most loses, especially if they are a salesperson dominating the conversation.
• Excessive talking indicates a salesperson is pushing an agenda rather than creating internal pressure.
• It also shows they are not addressing the prospect's specific pain points.
• Reframing and guiding the prospect's thinking leads them to overcome their beliefs.
• Ultimately this helps them to make a well-informed decision to work together.