附註:Includes index.
Cover Page -- Socratic Selling: How to Ask the Questions that Get the Sale -- Copyright Page -- Contents -- Preface -- Prologue: 400 B.C. -- Part I Taking A Socratic Approach -- Chapter One Salespeople, Think about Change -- We All Had a Sales Pitch -- Is Talking What the Job Calls For? -- The Other Side of Too Much Talking Is Not Listening -- Salespeople Don't Listen -- Salespeople Live Up to Expectations -- Only Customers Can Make Salespeople Change -- Chapter Two Careful, This Is a Lion -- A Lion Is Still a Lion -- In the World of Selling, the Customer Is the Lion
Today's Buyer Is Better Informed -- Today's Buyer Is More Accountable -- What's Needed Is Dialogue -- Chapter Three This Method Makes Both Players Win -- What Is the Socratic Method? -- Socratic Principle 1: Respect the Customer -- Socratic Principle 2: Help the Customer Think -- Socratic Principle 3: Help the Customer Make Decisions -- Part II Opening The Sale Socratically -- Chapter Four It's the Customer's Meeting -- At the Outset, There's Tension -- The Typical Openers -- In the Customer's Mind, the Meeting Is about the Customer -- The Customer Is in Charge -- The Customer Wants to Speak
The Customer Has the Information -- You Need a Way into the Customer's World -- Chapter Five Begin Where the Customer Begins -- The Lion Takes in the Scene -- Make the Meeting a Socratic Dialogue -- The Socratic Opener Is an Easily Answered Question -- The Power of the Customer's Perspective -- The Scope of the Customer's Perspective -- The Importance of the Customer's Perspective -- The Customer Draws the First Logical Conclusion -- Chapter Six Help the Customer Tell the Need Story -- The Need Story Is about Yesterday -- The Customer Owns Yesterday -- The Salesperson's Eye Is on Tomorrow
Help the Customer Think about the Need -- Ask Easily Answered Questions -- Use Socratic Probes -- Gain Access to What's Missing -- Complete the Picture with Socratic Access Probes -- The Customer Reaches Two More Logical Conclusions -- Part III Advancing The Sale Socratically -- Chapter Seven Find Out Why Now -- The Clock Always Runs on the Salesperson -- Getting There Makes the Clock Run Faster -- The Clock Runs Faster on the Customer -- The Buyer Needs You Now -- Deadlines Create Urgency -- Ask Easily Answered Questions about Urgency -- Urgency Influences the Close
The Customer Reaches a Logical Conclusion about Urgency -- Chapter Eight Let Feelings Drive the Sale -- Facts about the Need Determine Choice of Product or Service -- The Customer's Feelings Determine the Buying Decision -- The Basement Level of Feelings: Irritants -- Ask Easily Answered Questions about Irritants -- The Ground Floor Level of Feelings: Motivators -- Ask Easily Answered Questions about Motivators -- The Upstairs Level of Feeling Is Trust -- The Customer Draws a Conclusion about You -- Chapter Nine The Sharpest Competitive Edge Is Listening -- In a Socratic Dialogue, You Listen
