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Description - Socratic Selling by Kevin R. Daley

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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