Socratic Selling How to Ask the Questions That Get the Sale

ISBN-10: 0786304553

ISBN-13: 9780786304554

Edition: 1996

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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

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Book details

List price: $31.00
Copyright year: 1996
Publisher: McGraw-Hill Education
Publication date: 8/22/1995
Binding: Hardcover
Pages: 228
Size: 6.00" wide x 8.50" long x 0.75" tall
Weight: 0.638
Language: English

Preface
Prologue: 400 B.C.
Taking a Socratic Approach
Salespeople, Think About Change
Careful, This is a Lion
This Method Makes Both Players Win
Opening the Sale Socratically
It's the Customer's Meeting
Begin Where the Customer Begins
Help the Customer Tell the Need Story
Advancing the Sale Socratically
Find Out Why Now
Let Feelings Drive the Sale
The Sharpest Competitive Edge is Listening
Get the Customer Started on Decisions
Make a "No Surprises" Proposal
Closing the Sale Socratically
Know the Question Before You Answer
Go Behind the Objection
Get Ready to Negotiate Objections
Negotiate the Get-Give Way
Close with the Calendar
Epilogue: 400 B.C., One Month Later
Index
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