Socratic Selling
How to Ask the Questions That Get the Sale
Build a relationship with your customers and close the sale more surely.
The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you.
Inside you will discover how to:
- Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter
- Guide the dialogue through a discovery of needs and needed decisions
- Negotiate objections, and close effectively
- Uncover the motivators that move sales to more predictable closure
9780786304554
Book, Hardcover
Socratic Selling: How to Ask the Questions That Get the Sale
- Author: Kevin Daley
Mcgraw-hill Education, 1995
228
English
8.5 x 5.6 x 0.8 inches, 1 pounds
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