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Socratic Selling: How to Ask the Questions That Get the Sale,Ricoh Edition

Overview

This is the decade of the customer. You cannot learn too much about the customer. By their own admission, most salespeople talk too much. Too few "socratically" help customers draw the logical conclusion to buy what is proposed to them. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows the reader how to access that power, to cooperate with it, and to induce it to flow toward the salesperson. Socratic Selling ...
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Overview

This is the decade of the customer. You cannot learn too much about the customer. By their own admission, most salespeople talk too much. Too few "socratically" help customers draw the logical conclusion to buy what is proposed to them. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows the reader how to access that power, to cooperate with it, and to induce it to flow toward the salesperson. Socratic Selling shows salespeople how to build a relationship with the customer and close the sale more surely. The approach uses the Socratic Method: "A method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions which inevitably lead the answerer to a logical conclusion." (Webster's Unabridged). You will discover in concise, easy-to-follow chapters how to open a sales dialogue dynamically, so the salesperson and customer go right to the heart of the matter; guide the dialogue through a discovery of needs and needed decisions; uncover the motivators that move sales to more predictable closure; negotiate objections, handle challenging questions, and close effectively; and move to the next step in the closing process so that every sales meeting has definition.

Socratic Selling shows sales people how to build a relationship with the customer and close the sale more surely. The Socratic Approach respects the power of the customer. The guide shows the reader how to access that power, to cooperate with it, and to induce it to flow toward the salesperson.

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Product Details

  • ISBN-13: 9780786312320
  • Publisher: McGraw-Hill Professional
  • Publication date: 1/1/1997
  • Edition description: CUSTOM

Table of Contents

Preface
Prologue: 400 B.C.
Pt. I Taking a Socratic Approach 1
Ch. 1 Salespeople, Think About Change 3
Ch. 2 Careful, This is a Lion 9
Ch. 3 This Method Makes Both Players Win 13
Pt. II Opening the Sale Socratically 19
Ch. 4 It's the Customer's Meeting 21
Ch. 5 Begin Where the Customer Begins 27
Ch. 6 Help the Customer Tell the Need Story 36
Pt. III Advancing the Sale Socratically 47
Ch. 7 Find Out Why Now 49
Ch. 8 Let Feelings Drive the Sale 58
Ch. 9 The Sharpest Competitive Edge is Listening 72
Ch. 10 Get the Customer Started on Decisions 86
Ch. 11 Make a "No Surprises" Proposal 97
Pt. IV Closing the Sale Socratically 107
Ch. 12 Know the Question Before You Answer 109
Ch. 13 Go Behind the Objection 120
Ch. 14 Get Ready to Negotiate Objections 129
Ch. 15 Negotiate the Get-Give Way 139
Ch. 16 Close with the Calendar 152
Epilogue: 400 B.C., One Month Later 161
Index 163
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