Socratic Selling
| Author | : Kevin Daley |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 188 |
| Release | : 1995-08-22 |
| ISBN-10 | : 9780071371513 |
| ISBN-13 | : 0071371516 |
| Rating | : 4/5 (516 Downloads) |
Download or read book Socratic Selling written by Kevin Daley and published by McGraw Hill Professional. This book was released on 1995-08-22 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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