1610672
9780786304554
Socratic Selling How to Ask the Questions That Get the Sale
by Daley, Kevin R., Wolfe, Emmett
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Product details
- ISBN-13: 9780786304554
- ISBN: 0786304553
- Publisher: McGraw-Hill Companies, The
AUTHOR
SUMMARY
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 closureDaley, Kevin R. is the author of 'Socratic Selling How to Ask the Questions That Get the Sale' with ISBN 9780786304554 and ISBN 0786304553.
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