Socratic Selling

Socratic Selling
Author :
Publisher : McGraw Hill Professional
Total Pages : 188
Release :
ISBN-10 : 9780071371513
ISBN-13 : 0071371516
Rating : 4/5 (13 Downloads)

Book Synopsis Socratic Selling by : Kevin Daley

Download or read book Socratic Selling written by Kevin Daley and published by McGraw Hill Professional. This book was released on 1995-08-22 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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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