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

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

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

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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.

ISBN: 9780786304554

ISBN-10: 9780786304554

Publisher: McGraw-Hill Education

Publication Date: 08/22/1995 - 12:00am

On Sale: 08/22/1995 - 12:00am

Pages: 228

Language: English

Categories

Sales & Selling - General

Advertising & Promotion

Marketing - General

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