Socratic Selling: How to Ask the Questions That Get the Sale
Business & Finance, Marketing & Sales, Sales & Selling
| Author: | Kevin Daley | ISBN: | 9780071371513 |
| Publisher: | Mcgraw-hill | Publication: | August 1, 1995 |
| Imprint: | McGraw-Hill Education | Language: | English |
| Author: | Kevin Daley |
| ISBN: | 9780071371513 |
| Publisher: | Mcgraw-hill |
| Publication: | August 1, 1995 |
| Imprint: | McGraw-Hill Education |
| Language: | English |
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
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
