Socratic Selling

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

Author: Kevin Daley

Publisher: McGraw Hill

Released Date: 1995

ISBN: 9780786304554