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

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

Editorial Reviews
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
• Uncover the motivators that move sales to more predictable closure

Socratic Selling: How to Ask the Questions That Get the Sale,Kevin R. Daley,McGraw-Hill,0786304553,Advertising & Promotion,Business / Economics / Finance,Business/Economics,Marketing - General,Sales,Sales & Selling - Techniques,Selling,Business & Economics / Sales & Selling

Hot Books:

1. Strategic Communication in Business and the Professions
2. Strategic Management of Technology and Innovation
3. Stress for Success
4. Super Searchers on Competitive Intelligence: The Online and Offline Secrets of Top CI Researchers (Super Searchers series)
5. The 10 Minute Marketer's Secret Formula
6. The Affluent Society
7. The Book of Yields : Accuracy in Food Costing and Purchasing
8. The Complete Guide to Option Pricing Formulas
9. The CRB Commodity Yearbook 2005 + CD (Crb Commodity Yearbook)
10. The Executive Director's Survival Guide: Thriving as a Nonprofit Leader

Hot Books

Recommended Books

1. Canine
2. The Architecture of the City
3. Facts of Roulette
4. College Accounting 1-15 with Study Guide, Working Papers and Envelope Package, Eighth Edition
5. Electronic Commerce in Small to Medium-Sized Enterprises: Frameworks, Issues and Implications
6. History of the Italian Agricultural Landscape
7. Handbook of Systems Biology
8. Hopf Algebras and Quantum Groups
9. Key Of Sea
10. Lara Croft: Tomb Raider: The Man of Bronze
11. Koi: Living Jewels of the Orient
12. How to Start a Home-Based Landscaping Business, 5th
13. Kon-Tiki: Across the Pacific by Raft
14. Political Science
15. International Review of Neurobiology