ENGLISH

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

By Kevin Daley

Book information

Publisher
McGraw-Hill Education
Year
1995
ISBN
9780071371513, 0071371516, 9780786304554, 0786304553
Language
english
Format
EPUB
Filesize
961 kB (984245 bytes)
Pages
\0
Time added
2021-08-07 02:27:20

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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