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

The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. This book shows readers how to access that power, to cooperate with it, and to make it work for themselves. 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.