Items related to Socratic Selling: How to Ask the Questions That Get...

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

3.8 avg rating
( 40 ratings by Goodreads )
 
9780786304554: Socratic Selling: How to Ask the Questions That Get the Sale
View all copies of this ISBN edition:
 
 

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

"synopsis" may belong to another edition of this title.

From the Back Cover:

This is the decade of the customer. You cannot learn too much about the customer. By their own admission, most salespeople talk too much. Too few "socratically" help customers draw the logical conclusion to buy what is proposed to them. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows the reader how to access that power, to cooperate with it, and to induce it to flow toward the salesperson. Socratic Selling shows salespeople how to build a relationship with the customer and close the sale more surely. The approach uses the Socratic Method: "A method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions which inevitably lead the answerer to a logical conclusion". (Webster's Unabridged). You will discover in concise, easy-to-follow chapters how to open a sales dialogue dynamically, so the salesperson and customer go right to the heart of the matter; guide the dialogue through a discovery of needs and needed decisions; uncover the motivators that move sales to more predictable closure; negotiate objections, handle challenging questions, and close effectively; and move to the next step in the closing process so that every sales meeting has definition.

About the Author:

Kevin Daley is President and CEO of Communispond - the world's largest training company in personal communications skills.

"About this title" may belong to another edition of this title.

Other Popular Editions of the Same Title

9780786312320: Socratic Selling: How to Ask the Questions That Get the Sale

Featured Edition

ISBN 10: 0786312327 ISBN 13: 9780786312320
Publisher: McGraw-Hill, 1997
Hardcover

Top Search Results from the AbeBooks Marketplace

Seller Image

1.

Daley, Kevin; Daley, Kevin R.; Wolfe, Emmett
Published by McGraw-Hill Education (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 5
Seller:
GreatBookPrices
(Columbia, MD, U.S.A.)

Book Description Condition: New. Seller Inventory # 47719-n

More information about this seller | Contact this seller

Buy New
US$ 20.78
Convert currency

Add to Basket

Shipping: US$ 2.64
Within U.S.A.
Destination, rates & speeds
Stock Image

2.

Daley, Kevin
Published by McGraw-Hill Education (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 10
Seller:
Lakeside Books
(Benton Harbor, MI, U.S.A.)

Book Description Condition: New. Brand New! Not overstocks or remainder copy!|VCF. Seller Inventory # OTF-S-9780786304554

More information about this seller | Contact this seller

Buy New
US$ 19.92
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds
Seller Image

3.

Daley, Kevin
Published by McGraw-Hill Education 8/22/1995 (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 5
Seller:
BargainBookStores
(Grand Rapids, MI, U.S.A.)

Book Description Hardback or Cased Book. Condition: New. Socratic Selling: How to Ask the Questions That Get the Sale. Book. Seller Inventory # BBS-9780786304554

More information about this seller | Contact this seller

Buy New
US$ 24.70
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

4.

Daley, Kevin
Published by McGraw-Hill Education (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 1
Seller:
BookShop4U
(PHILADELPHIA, PA, U.S.A.)

Book Description Condition: New. . Seller Inventory # 52ZZZZ00988W_ns

More information about this seller | Contact this seller

Buy New
US$ 25.00
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

5.

Daley, Kevin
Published by McGraw-Hill Education (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 1
Seller:
Bookhouse
(Philadelphia, PA, U.S.A.)

Book Description Condition: New. . Seller Inventory # 532ZZZ0098HE_ns

More information about this seller | Contact this seller

Buy New
US$ 25.00
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

6.

Daley, Kevin
Published by McGraw-Hill Education (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: > 20
Seller:
Save With Sam
(North Miami, FL, U.S.A.)

Book Description Hardcover. Condition: New. Brand New!. Seller Inventory # 0786304553

More information about this seller | Contact this seller

Buy New
US$ 26.79
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

7.

Kevin Daley
Published by McGraw-Hill Education - Europe, United States (1996)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 10
Seller:
Book Depository International
(London, United Kingdom)

Book Description Hardback. Condition: New. Language: English. Brand new Book. 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; And uncover the motivators that move sales to more predictable closure. Seller Inventory # AAC9780786304554

More information about this seller | Contact this seller

Buy New
US$ 26.90
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds
Stock Image

8.

Kevin Daley
Published by McGraw-Hill (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 1
Seller:
Ergodebooks
(Houston, TX, U.S.A.)

Book Description Hardcover. Condition: New. 1. Seller Inventory # DADAX0786304553

More information about this seller | Contact this seller

Buy New
US$ 29.51
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

9.

Daley, Kevin
Published by McGraw-Hill Education (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 1
Seller:
GlassFrogBooks
(Hawthorne, CA, U.S.A.)

Book Description Condition: New. A+ Customer service! Satisfaction Guaranteed! Book is in NEW condition. Seller Inventory # 0786304553-2-1

More information about this seller | Contact this seller

Buy New
US$ 30.63
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

10.

Kevin Daley, Emmett Wolfe
Published by McGraw-Hill Education 1995-08-03, Chicago (1995)
ISBN 10: 0786304553 ISBN 13: 9780786304554
New Hardcover Quantity: 10
Seller:
Blackwell's
(Oxford, OX, United Kingdom)

Book Description hardback. Condition: New. Language: eng. Seller Inventory # 9780786304554

More information about this seller | Contact this seller

Buy New
US$ 26.50
Convert currency

Add to Basket

Shipping: US$ 5.22
From United Kingdom to U.S.A.
Destination, rates & speeds

There are more copies of this book

View all search results for this book