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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