Socratic Selling: How to Ask the Questions That Get the Sale

ISBN: 9780786304554
Publisher: McGraw-Hill Education
Edition: 1
Publication Date: 1995-08-01
Number of pages: 228
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DESCRIPTION

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

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