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

Name: Socratic Selling: How to Ask the Questions That Get the Sale
Price: 7.19 USD
Availability: InStock
ISBN: 9780786304554

ISBN-10: 0786304553

ISBN-13: 9780786304554

Edition: 1996

Authors: Kevin Daley, Emmett Wolfe

List price: $35.00

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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

Book details

List price: $35.00
Copyright year: 1996
Publisher: McGraw-Hill Education
Publication date: 8/22/1995
Binding: Hardcover
Pages: 228
Size: 5.10" wide x 8.30" long x 0.60" tall
Weight: 0.902
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