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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
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, th
"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive i
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product
Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling aut
