Socratic Selling: How to Ask the Questions That Get the Sale download epub

by Kevin Daley

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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 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

Comments: (7)

Virn

Drawing out the real reason a customer might not be ready to buy is a skill few salesmen really have.
When somebody says it's too expensive, they might be trying to cover the fact that they just don't have the down payment. Or maybe they could have the down payment in a few weeks but don't right now and don't want to admit it.
By using the Socratic method you can find the real reason they aren't ready to buy.
Sometimes people blurt out objections that aren't the exact reason they don't want something. In the book a customer says the brown seats are ugly. The salesman is thinking about being able to get a car with blue seats but when he digs deeper he discovers that it is the velour fabric that is the real problem. Brown LEATHER seats will do just fine.
So don't assume the exact wording of the objection is the real hold up to a sale.
# An example not in the book but of having to find out the true meaning of a statement would be if you were selling gym memberships and a woman says "It sure is crowded in here."
Now, is she hinting about maybe being disgusted at having to wipe down the equipment from all of the sweatty people using it.
Or is she worried about looking stupid in front of a large crowd?
Or maybe she secretly wants to meet some people and is trying to be sure there will be a crowd to pick from when she works out.
Maybe she is trying to find out if there is a slow time so she can not feel rushed when working out.
It could be she doesn't want guys staring at her and is trying to find out if there is a time when it's mostly women that work out.
# You won't know the real reason of her statement unless you probe into the underlying concern. #
This is a useful book if you want to be able to find out the real motivations and objections of potential clients. I highly recommend it.

Modred

This is a shockingly good book. The methodology is tried and true, and is consistient with many of the better and more cutting edge sales strategies and approaches being used today. The Socratic method really places the customer at the center, and allows them to arrive at the sales/purchasing decision throuugh targeted questioning, active listening and emotional response.

The chapters are short and easy to read, with phenomenal summaries at the end of each. A good read!

Golkis

The best book I have read on selling.

Most books write about how to convince the customer to buy what you are selling and are bs.

This one asks questions to find out if the customer should buy.

If not, say goodbye and find the customer who should bye and help that customer determine what he needs from you.

Jay

This book opened my eyes about the difference between a good salesman and a great one. It explains how to break the ice in an impossible sales situation that makes you more personable, and in the end an ally to the customer who they can trust in a transaction. It's a fantastic read.

Vozuru

When I was taking teaching courses, we learned the best way to teach was by making the students "teach themselves" through asking simple questions and having students arrive at their own conclusions. It was called "guided learning". The same principle is used in this form of selling which is great for at least two reasons. First- Everybody likes a choice. Nobody wants to be told what they have to do, and be locked in a corner. Here, you ask questions which sort of leave the choices up to the buyer and so #2- he feels more satisfied about doing business with you. I HAVE been to certain places for example, calling to inquire about buying a car, where I now know the salesman was TRYING to use this method. However I found his questions were canned.. not listening and asking and trying to steer me towards an unsuitable car when I had my own reasons for not wanting that one. A short but good book overall.

Simple

This book is a great read into the Socratic way and reasoning behind asking questions. And not just asking questions but listening. Listen to the clients response and give it full value. This book is very helpful!!

Nalmezar

Absolutely brilliant, wish I had read this 20+ years ago! An essential read for anyone who needs to communicate and sell and / or persuade others. Invaluable to anyone in sales whether you are a rookie or have a lifetime of experience.

Very important information shared by Kevin Daley. I am remembering to follow his lead to be a great listener!

Socratic Selling: How to Ask the Questions That Get the Sale download epub

Marketing & Sales

Author: Kevin Daley
ISBN: 0786304553
Category: Business & Money
Subcategory: Marketing & Sales
Language: English
Publisher: McGraw-Hill Education; 1 edition (August 1, 1995)
Pages: 228 pages

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