Socratic Selling: How to Ask the Questions That Get the Sale by Kevin Daley

Socratic Selling: How to Ask the Questions That Get the Sale by Kevin Daley

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.

Kevin Daley is a 10-year former captain of the world famous Harlem Globetrotters, where he served as the showman known as Special K. Throughout his legendary career leading the Globetrotters, he was able to sharpen his already natural ability to engage and motivate audiences of all ages. Mr. Daley has been featured in hundreds of news publications and on TV shows worldwide. You also may have seen him in one of more than a dozen TV commercials, including the favorite of Michael Jordan himself, where Kevin played the double for Jordan in the now top 10 commercial of all time. Kevin has overcome much adversity on his path to success, starting at the tender age of three when he had to cope with his mother's suicide. At the age of twelve, Kevin's father made the live changing decision to move him and his two brothers from Panama to the United States in hopes of a future filled with opportunity for his children. As Mr. Daley continued down his life's path, he was faced with yet more adversity but hurdled each obstacle. He studied successful people and researched the keys of self-motivation to work towards accomplishing personal goals. Kevin is an accomplished speaker with a natural ability to connect through his own personal story, leading others to uncover their own motivating factors within. Kevin has traveled to more than 95 countries and has touched and inspired the lives of many worldwide, and believes in helping others to help themselves. As a native of Panama, where he shares dual citizenship with the United States, he is fluent in both Spanish and English and has traveled the globe sharing his message in both languages. Kevin's daughter Kaydee is his pride and joy, and one of his own main sources of inspiration.

SKU	Unavailable
ISBN 13	9780786304554
ISBN 10	0786304553
Title	Socratic Selling: How to Ask the Questions That Get the Sale
Author	Kevin Daley
Condition	Unavailable
Binding Type	Hardback
Publisher	McGraw-Hill Education - Europe
Year published	1995-08-03
Number of pages	228
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.