Socratic Selling
- ISBN-10
- 0071371516
- ISBN-13
- 9780071371513
- Category
- Business & Economics
- Pages
- 188
- Language
- English
- Published
- 1995-08-22
- Publisher
- McGraw Hill Professional
- Author
- Kevin Daley
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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