Socratic Selling

Author : Kevin Daley
Publisher : McGraw Hill Professional
ISBN 13 : 0071371516
Total Pages : 188 pages
Book Rating : 4.13/5 ( download)

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Download or read book Socratic Selling written by Kevin Daley and published by McGraw Hill Professional. This book was released on 1995-08-22 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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

Author : Kevin Daley
Publisher : McGraw Hill Professional
ISBN 13 : 9780786304554
Total Pages : 196 pages
Book Rating : 4.53/5 ( download)

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Download or read book Socratic Selling: How to Ask the Questions That Get the Sale written by Kevin Daley and published by McGraw Hill Professional. This book was released on 1995-08-22 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Socratic Selling shows sales people how to build a relationship with the customer and close the sale more surely. The Socratic Approach respects the power of the customer. The guide shows the reader how to access that power, to cooperate with it, and to induce it to flow toward the salesperson.

Author : Kevin Daley
Publisher : McGraw-Hill
ISBN 13 : 9780786312320
Total Pages : 166 pages
Book Rating : 4.27/5 ( download)

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Download or read book Socratic Selling written by Kevin Daley and published by McGraw-Hill. This book was released on 1997-01 with total page 166 pages. Available in PDF, EPUB and Kindle. Book excerpt: Socratic Selling shows salespeople how to build a relationship with the customer & close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, & the decision-making authority. Socratic Selling shows the reader how to access that power, to cooperate with it, & to induce it to flow toward the salesperson. Readers will discover how to: Open a sales dialogue dynamically, so that the salesperson & customer go right to the heart of the matter; guide the dialogue through a discovery of needs & needed decisions, negotiate objections, & close effectively; uncover the motivators that move sales to more predictable closure.

Author : Matt Copeland
Publisher : Taylor & Francis
ISBN 13 : 1003844162
Total Pages : 262 pages
Book Rating : 4.67/5 ( download)

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Download or read book Socratic Circles written by Matt Copeland and published by Taylor & Francis. This book was released on 2023-10-10 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: The benefits and importance of Socratic seminars are widely recognized, but little has been written on how to make them happen successfully in the classroom. In Socratic Circles: Fostering Critical and Creative Thinking in Middle and High School , author Matt Copeland provides real-world examples and straightforward answers to frequent questions. He creates a coaching guide for both the teacher new to Socratic seminars and the experienced teacher seeking to optimize the benefits of this powerful strategy. Socratic Circles also shows teachers who are familiar with literature circles the many ways in which these two practices complement and extend each other. Effectively implemented, Socratic seminars enhance reading comprehension, listening and speaking skills, and build better classroom community and conflict resolution skills. By giving students ownership over the classroom discussion around texts, they become more independent and motivated learners. Ultimately, because there is a direct relationship between the level of participation and the richness of the experience, Socratic seminars teach students to take responsibility for the quality of their own learning. Filled with examples to help readers visualize the application of these concepts in practice, Socratic Circles includes transcripts of student dialogue and work samples of preparation and follow-up activities. The helpful appendices offer ready-to-copy handouts and examples, and suggested selections of text that connect to major literary works. As our classrooms and our schools grow increasingly focused on meeting high standards and differentiating instruction for a wide variety of student needs and learning styles, Socratic seminars offer an essential classroom tool for meeting these goals.Socratic Circles is a complete and practical guide to Socratic seminars for the busy classroom teacher.

Author : Jeff Thull
Publisher : John Wiley and Sons
ISBN 13 : 0470632593
Total Pages : 311 pages
Book Rating : 4.98/5 ( download)

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Download or read book Mastering the Complex Sale written by Jeff Thull and published by John Wiley and Sons. This book was released on 2010-03-10 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Author : Paul A. Vander Waerdt
Publisher : Cornell University Press
ISBN 13 : 9780801499036
Total Pages : 420 pages
Book Rating : 4.38/5 ( download)

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Download or read book The Socratic Movement written by Paul A. Vander Waerdt and published by Cornell University Press. This book was released on 1994 with total page 420 pages. Available in PDF, EPUB and Kindle. Book excerpt: 14 essays which examine the efforts of Socrates' associates to preserve his speeches for posterity. The papers place particular emphasis on the non-Platonic tradition.

Author : Charles H. Kahn
Publisher : Cambridge University Press
ISBN 13 : 9780521433259
Total Pages : 150 pages
Book Rating : 4.58/5 ( download)

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Download or read book Plato and the Socratic Dialogue written by Charles H. Kahn and published by Cambridge University Press. This book was released on 1997-01-09 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book offers a new interpretation of Plato's early and middle dialogues as the expression of a unified philosophical vision. Whereas the traditional view sees the dialogues as marking successive stages in Plato's philosophical development, we may more legitimately read them as reflecting an artistic plan for the gradual, indirect and partial exposition of Platonic philosophy. The magnificent literary achievement of the dialogues can be fully appreciated only from the viewpoint of a unitarian reading of the philosophical content.

Author : Brandon Mulrenin
Publisher :
ISBN 13 : 9781737400103
Total Pages : pages
Book Rating : 4.03/5 ( download)

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Download or read book Reverse Selling written by Brandon Mulrenin and published by . This book was released on 2021-08-13 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Tziporah Kasachkoff
Publisher : Rowman & Littlefield
ISBN 13 : 9780847684793
Total Pages : 308 pages
Book Rating : 4.92/5 ( download)

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Download or read book In the Socratic Tradition written by Tziporah Kasachkoff and published by Rowman & Littlefield. This book was released on 1998 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: This practical guide for teaching philosophy brings together essays by two dozen distinguished philosophers committed to pedagogy. Addressing primarily practical issues, such as how to motivate students, construct particular courses, and give educational exams, the essays also touch on theoretical issues such as whether moral edification is a proper goal of teaching ethics. An excellent sourcebook for graduate students just learning to teach as well as for professors searching for new strategies and inspiration or called upon to teach courses outside of their specialties.

Author : Emlyn-Jones Chris
Publisher : Penguin UK
ISBN 13 : 0141914076
Total Pages : 400 pages
Book Rating : 4.77/5 ( download)

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Download or read book Early Socratic Dialogues written by Emlyn-Jones Chris and published by Penguin UK. This book was released on 2005-06-30 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Rich in drama and humour, they include the controversial Ion, a debate on poetic inspiration; Laches, in which Socrates seeks to define bravery; and Euthydemus, which considers the relationship between philosophy and politics. Together, these dialogues provide a definitive portrait of the real Socrates and raise issues still keenly debated by philosophers, forming an incisive overview of Plato's philosophy.