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

About this book

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