Socratic Selling: How to Ask the Questions That Get the Sale download epub
by Kevin Daley
Socratic Selling book. Socratic Selling shows salespeople how to build a relationship with the customer and close the sale more surely.
Socratic Selling book. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Build a relationship with your customers and close the sale more. Lists with This Book. This book is not yet featured on Listopia.
Build a relationship with your customers and close the sale more surely
book by Kevin R. Daley. Build a relationship with your customers and close the sale more surely. Thus, through "listening" and guiding the customer through a discovery process towards her actual needs, and through directed questioning, Daley hopes to marry the Socratic method to the modern sales process. His contrast between the "uninterested facilitor" Socrates vs. the highly motivated, more " salesperson is refreshing.
Socratic Selling: how to ask the questions that get the sale, Kevin Daley, Irwin Professional Publishing Socratic Method: A method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions that inevitably lead the answerer to . .
Socratic Selling: how to ask the questions that get the sale, Kevin Daley, Irwin Professional Publishing Socratic Method: A method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions that inevitably lead the answerer to a logical conclusion. Respect the customer Help the customer think Help the customer make decisions. End of chapter notes Begin with a Socratic opener: Say you are prepared Mr Jones, I’m prepared to talk about . which we discussed on the phone. Invite the customer to speak on the subject
Daley, Kevin, 1931-; Wolfe, Emmett. Chicago : Irwin Professional Pub.
Daley, Kevin, 1931-; Wolfe, Emmett. Collection. inlibrary; printdisabled; ; china. Kahle/Austin Foundation.
Uncover the motivators that move sales to more predictable closure
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. Books related to Socratic Selling: How to Ask the Questions That Get the Sale.
The best book I have read on selling. This book is a great read into the Socratic way and reasoning behind asking questions. And not just asking questions but listening. One person found this helpful. Listen to the clients response and give it full value. This book is very helpful!!
Socratic Selling shows sales people how to build a relationship with the customer and close the sale more surely. Get specific details about this product from customers who own it. Ask a question. Policies & Plans.
Socratic Selling shows sales people how to build a relationship with the customer and close the sale more surely.
Kevin Daley, Irwin Professional Publishing. Socratic Method: A method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions that inevitably lead the answerer to a logical conclusion. Respect the customer. Help the customer think. Help the customer make decisions. End of chapter notes. Begin with a Socratic opener: Say you are prepared. Mr Jones, I’m prepared to talk about . Invite the customer to speak on the subject. If you could give me your perspective on that. Offer an immediate benefit
Printed in the United States of America. His first book, Socratic Selling: How to Ask the Questions That Get the Sale, was published with Emmett Wolfe in 1996.
Printed in the United States of America. 1 2 3 4 5 6 7 8 9 0 AGM/AGM 0 9 8 7 6 5 4 3. ISBN 0-07-140564-X. Laura Daley-Caravella has eighteen years experience in the design and delivery of executive skill development programs.
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
ISBN: 0786304553
Category: Business & Money
Subcategory: Marketing & Sales
Language: English
Publisher: McGraw-Hill Education; 1 edition (August 1, 1995)
Pages: 228 pages
Comments: (7)