Socratic Selling - 9780786304554

This is the decade of the customer. You cannot learn too much about the customer.
By their own admission, most salespeople talk too much. Too few "socratically" help customers draw the logical conclusion to buy what is proposed to them. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows the reader how to access that power, to cooperate with it, and to induce it to flow toward the salesperson.
Socratic Selling shows salespeople how to build a relationship with the customer and close the sale more surely. The approach uses the Socratic Method: "A method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions which inevitably lead the answerer to a logical conclusion." (Webster's Unabridged)
You will discover in concise, easy-to-follow chapters how to open a sales dialogue dynamically, so the salesperson and customer go right to the heart of the matter; guide the dialogue through a discovery of needs and needed decisions; uncover the motivators that move sales to more predictable closure; negotiate objections, handle challenging questions, and close effectively; and move to the next step in the closing process so that every sales meeting has definition.