PublishedMcgraw-Hill Book Co, April 2024 |
ISBN9781265780678 |
FormatSoftcover, 192 pages |
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
