Socratic Selling by Kevin R. Daley
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Socratic Selling
By Kevin R. Daley

Socratic Selling

How to Ask the Questions That Get the Sale

By (author) See other recent books by Kevin R. Daley See other recent books by Emmett Wolfe
Format: Hardback

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Socratic Selling by Kevin R. Daley

Book 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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Book Details

ISBN: 9780786304554
ISBN-10: 0786304553
Format: Hardback
(209mm x 144mm x 17mm)
Pages: 228
Imprint: Irwin Professional Publishing
Publisher: McGraw-Hill Education - Europe
Publish Date: 1-Aug-1995
Country of Publication: United States


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