Socratic Selling: How to Ask the Questions That Get the Sale
Seiten
1995
Irwin Professional Publishing (Verlag)
978-0-7863-0455-4 (ISBN)
Irwin Professional Publishing (Verlag)
978-0-7863-0455-4 (ISBN)
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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.
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.
| Erscheint lt. Verlag | 3.8.1995 |
|---|---|
| Zusatzinfo | 0 Illustrations |
| Verlagsort | New York |
| Sprache | englisch |
| Maße | 130 x 211 mm |
| Gewicht | 309 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-7863-0455-3 / 0786304553 |
| ISBN-13 | 978-0-7863-0455-4 / 9780786304554 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
| Haben Sie eine Frage zum Produkt? |
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