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

Socrates is alive and well, and reminds salespeople that selling means talking with, not at, the customer. With that dialogue approach, a sale is the logical outcome.
James C. Curvey,
President, Fidelity CAPITAL

Kevin Daleys approach is a breakthrough! The Socratic method enables the salesperson to be open and consistent with the customer at those critical moments when the relationship is tested. Not to be missed are the sections on handling objections, negotiating, and closing Socratically.
Stephen G. Canton,
Vice President, Sales, Allnet

Since we implemented Socratic selling, the effectiveness of our sales force has substantially improved, resulting in dramatically higher sales in a very sophisticated market.
Thomas J. Lucey,
Senior Managing Director, Putnam Investments

Kevin Daley is a winner and a great communicator. Socratic Selling will not only help you sell more but make your customers raving fans.
Kenneth H. Blanchard,
Co-author, The One Minute Manager

In Socratic Selling, Kevin Daley teaches why the truly great sales people listen as well as talk. Socrates had the idea, but Daley shows us how to use it today. The approach works! I know; I tried it.
James W. Kinnear,
Retired CEO, Texaco, Inc.

The good news is, this book offers no secret techniques or psychological analysisjust a practical way to reach agreement with your customer. Salespeople and customers both win.
Dr. William C. Byham,
CEO, Development Dimensions International

Its amazing what you can learn when you let your customers do the talking. Kevin Daleys techniques for questioning and listening will help make your sales team more effective.
Peter A. Loquercio,
Director, Access Sales Planning, NYNEX

Apply these principles and heres Daley describing you: You are a valuable resource you are systematic, alert, reliable, worthy of trust. You make the time productive. The customer thinks more clearly when youre there.
Mark Kimble,
Managing Director, Corporate Information, The Alexander Consulting Group

Attention, business owners, purchasing agents, training managers: Use this book to decide if the salesperson who calls on you is a potential business partner, or just another somebody making a pitch.
Robert Craig,
Marketing Manager, Omni Business Systems

The best salespeople are the ones who ask very good questions and really listen to the answers. This book will help salespeople do just that.
Harry H. Gaines,
President, Blessing/White, Inc.

The results are measurable. Our Socratically trained wholesalers are the most successful.
Donald E. Webber,
Senior Vice President, Eaton Vance Corporation

All marketing wars take place in the mind of a prospect or customer. Socratic Selling is a powerful, new methodology into that mind.
Jack Trout,
President, Trout & Partners Ltd.

Sales managers who think their salespeople spend too much time talking and not enough listening should pack Socratic Selling in everybodys flight bag.
David Rupert,
President, Pitney Bowes Management Systems

Socratic Selling shows you a practical way to reach agreement with your customer.
James Molinaro,
Senior Vice President, Sales, Penske Truck Leasing

Copyright 1996 by The McGraw-Hill Companies, Inc. All rights reserved. Printed in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a data base or retrieval system, without the prior written permission of the publisher.

ISBN: 978-0-07-137151-3
MHID: 0-07-137151-6

The material in this eBook also appears in the print version of this title: ISBN: 978-0-78-630455-4, MHID: 0-78-630455-3.

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