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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
By
Kevin Daley
$ 31.00
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This item may not be available to order. Please call 617-566-6660 for more information.
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
