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Socratic Selling: How to Ask the Questions That Get the Sale [Hardcover]

Kevin R. Daley (Author)

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Product details

Hardcover: 228 pages
Publisher: McGraw-Hill Professional (1 Aug 1995)
Language English
ISBN-10: 0786304553
ISBN-13: 978-0786304554
Product Dimensions: 20.8 x 13.7 x 1.8 cm
Average Customer Review: No customer reviews yet. Be the first.
Amazon Bestsellers Rank: 654,587 in Books (See Top 100 in Books)

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Product Description

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; And uncover the motivators that move sales to more predictable closure.

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Socratic Selling: How to Ask the Questions That Get the Sale [Hardcover]

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