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 оеубн 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.  Издание 2001ISBN 0786304553.