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Kevin R. Daley

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

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ISBN: 0786304553, 9780786304554
Издательство: McGraw-Hill Trade
Год издания: 2011
Страниц: 228
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