ISBN is

978-0-7863-0455-4 / 9780786304554

Socratic Selling: How to Ask the Questions That Get the Sale

by

Publisher:McGraw-Hill

Edition:Hardcover

Language:English

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About the book:

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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