This document discusses the art of persuasion through asking questions. It outlines two types of questions - probing questions and leading questions. Probing questions are used to gather information while leading questions guide the conversation. The key aspects of persuasion discussed are maintaining eye contact, being quiet, and smiling. Addressing objections, agreeing then disagreeing, and using "feel, felt, realized" are also covered. The goal is to think about long term customer relationships and overdelivering value to create win-win situations.

1. The Art of Persuasion
Marc Accetta Seminars

5. Socratic Selling
The Art of
Asking Questions

6. Two kinds of Questions

7. Two kinds of Questions
Probing Questions

8. Two kinds of Questions
Probing Questions
Leading Questions

9. Probing Questions

10. Probing Questions

11. Probing Questions

15. Leading
Questions

16. Closing
Questions

17. How to Persuade

18. How to Persuade
Ask Probing Questions

19. How to Persuade
Ask Probing Questions
Presentation

20. How to Persuade
Ask Probing Questions
Presentation
Leading Questions

21. Closing
Questions

22. Three Important Things

23. Three Important Things
Maintain Eye Contact

24. Three Important Things
Maintain Eye Contact
Be Quiet

25. Three Important Things
Maintain Eye Contact
Be Quiet
Smile

26. Objections

28. Agree

29. Agree
Then Disagree

30. Feel
Felt
Realized

31. You are not a salesman
You are an assistant buyer

32. WIN - WIN

33. Over
Deliver
Value

34. Think LIFE LONG
Customer/
Relationship

35. The Art of Persuasion
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