Socratic Selling: How to Ask the Questions That Get the Sale
Author: Kevin Daley, Emmett Wolfe
List Price: $19.95
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ISBN: 0786304553
Publisher: McGraw-Hill Trade (01 August, 1995)
Sales Rank: 7,794
Average Customer Rating: 3.5 out of 5
Customer Reviews
Rating: 2 out of 5
Overrated and a disappointment
I'v long been a student of questioning techniques and this book was a disappointment and I'm glad I didn't pay full price for it. Questions are critical tools in sales -- but there are much better books on the use of questions than this book --which is light on technique and long on story.I recommend Tom Hopkin's classic "How to Master the Art of Selling" for a great exposition about the use of different types of questions (open, closed, etc.).
The best book I've ever read on selling technique is "Unlimited Selling Power: How To Master Hypnotic Selling Skills" by Donald Moine for this reason:
55% of all communication is non-verbal (body language)
38% is how you say it (tone, rate, pitch)
which leaves a whopping 7% verbal (magic words)
You are only using 7% of your ammunition with verbal techniques.
I wouldn't choose this book to learn about the 7%.
One of the best questions you can ask at the start of a selling interview is:
WHAT IS YOUR OUTCOME FOR OUR MEETING TODAY?
and one of the best questions to find out what your prospect wants the product to do for them is:
LET'S SUPPOSE IT'S ONE YEAR DOWN THE ROAD, WHAT WOULD HAVE HAD TO HAVE HAPPENED FOR YOU TO KNOW THIS WAS THE RIGHT DECISION FOR YOU?
and to find out why someone is not wanting to buy your product or service is a personal favorite I made up:
What's not there for you?
Try these and will begin to tune into your customer's true reality -- not your perceived reality of him or her.
Rating: 5 out of 5
Are you tired of losng sales and not knowing why?
Do you find it hard to get customers to let you in on their decision making process? I found the ideas in this book very helpful both in and out of sales situations. It helped me learn to listen to people a lot better; perhaps it can be as helpful to you?
Rating: 2 out of 5
Not for the TeleSelling Professional
While I found this book helpful in the general sense of the word, it was aimed solely at the "outside" sales rep who sees his/her customer face-to-face. It provided good reminders for seasoned sales reps, but wasn't revolutionary in it's ideas of selling. It was a short read - no more than 4-5 hours. It demonstrated very good closing tactics and objection handling, but all of this is after you make contact. It didn't explain how to get past the secretary screen, how to get the appointment or even how to find out who the decision maker is. Most of the sale, if not all of it, is done over the phone and that was completely overlooked. Similar Products
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Book Index