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

by Kevin Daley, Emmett Wolfe

Overview

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 LLC
Publication date:	08/01/1995
Edition description:	New Edition
Pages:	228
Product dimensions:	5.10(w) x 8.30(h) x 0.60(d)

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide