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

Daley, Kevin; Daley, Kevin R.

Published by Mcgraw-Hill 1997-01-01, 1997
ISBN 10: 0786312327 / ISBN 13: 9780786312320
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About the Book

Bibliographic Details


Title: Socratic Selling: How to Ask the Questions ...

Publisher: Mcgraw-Hill 1997-01-01

Publication Date: 1997

Binding: Hardcover

Book Condition: New

Dust Jacket Condition: Dust Jacket Included

Edition: Custom.

Description:

0786312327 Hardcover book & dust jacket in new condition. No wear or markings. Fast shipping!. Bookseller Inventory # JF612053

About this title:

Synopsis:

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

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

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