ISBN-10:
0786304553
ISBN-13:
9780786304554
Pub. Date:
08/01/1995
Publisher:
McGraw-Hill Professional Publishing
Socratic Selling: How to Ask the Questions That Get the Sale / Edition 1

Socratic Selling: How to Ask the Questions That Get the Sale / Edition 1

by Kevin Daley, Emmett Wolfe

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Overview

Socratic Selling: How to Ask the Questions That Get the Sale / Edition 1

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

Product Details

ISBN-13: 9780786304554
Publisher: McGraw-Hill Professional Publishing
Publication date: 08/01/1995
Edition description: New Edition
Pages: 228
Sales rank: 467,102
Product dimensions: 5.10(w) x 8.30(h) x 0.60(d)

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