Socratic Selling: How to Ask the Questions That Get the Sale by Kevin Daley

Author:Kevin Daley
Language: eng
Format: mobi, epub
Publisher: McGraw-Hill Education
Published: 1995-08-21T14:00:00+00:00

Salesperson:

Sounds like you’d love to get your hands on a bunch of these forklifts here in my catalog.

Well, why not, thinks the salesperson. There is a clear progression of ideas: warehouse to loading merchandise to forklift. In fact, a forklift may be a perfect solution. But the forklift is not part of the customer’s story. The salesperson is butting in.

Listening is a mode of selling. For listening to function, other modes of selling, such as talking about products, must be switched off.

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