Socratic Selling: How to Ask the Questions That Get the Sale

by Kevin R. Daley

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:

Genres: Business, Psychology, Nonfiction, Entrepreneurship

228 pages, Hardcover

First published August 1, 1995

Reviews

[Rick Yvanovich · Rating 5 out of 5]

Absolutely brilliant, wish I had read this 20+ years ago! An essential read for anyone who needs to communicate and sell and / or persuade others. Invaluable to anyone in sales whether you are a rookie or have a lifetime of experience.

[Ivo · Rating 5 out of 5]

Hands down one of the best (business) books I've read. The cover and overall tone might turn you away because sales is considered pushy, but it's truly worth considering. It's full of gems and no filler, knowledge is well summarized and key action points are drawn out after every chapter. All of that, AND it's enjoyable.

[Chris · Rating 3 out of 5]

A good book about sales for beginners.

[Simone Vittorini · Rating 4 out of 5]

Socratic Selling is the way to handle any conversation where you gotta help someone or sell

You listen, you have a dialogue, you help the customer think and make decisions

You don't talk all the time and force things down his throat

You make him logically and emotionally define the problem, uncover motivators, implied and explicit benefits and all the possible objections

You solve his problems "socratically". You use the Socratic method to help the customer think with open-ended questions.

Listening to his story as a whole and going deeper into the most important parts.

You make him see his current and desired situation in a way that he realizes you can provide that transformation (you should sell them only if there is a real fit)

[Jack Khoury · Rating 5 out of 5]

This book is a must read for anyone who struggles in sales. It has generated well above a 1000% ROI in the first few months of applying the framework. I can almost directly attribute signing my first client to this book after struggling many months to wrap my head around sales psychology. I cannot recommend this book enough.

[Carey Roberts]

A great read to familiarize someone new to sales to effective selling skills.

[Ben Lucas · Rating 4 out of 5]

Perfect for the Classics major in Sales 🏛️🧾

[Gatinhos · Rating 3 out of 5]

Straight to the point and ideal for anyone in the sales system. Daley uses Socrates' ideology to brilliantly transform all bureaucratic conversation into a system of dialogue and problem solving.

[Dustin Overbeck · Rating 5 out of 5]

I really liked this book. It talked a lot about ways and tactics to ask questions. It seems to be a more holistic way to better understand the needs of a potential client without actually doing “sales”. Instead, you’re understanding their needs to see how you can provide them with a solution that fits their needs

[Michael Rom · Rating 4 out of 5]

Perused notes, etc.

[Jim Withers · Rating 5 out of 5]

Awesomeness

Best sales book ever. I’ve been in sales for 28 years and this is by far the best book I have ever read on sales👊💥

[Fred · Rating 3 out of 5]

The questioning techniques and examples were worthwhile.

[Jeremi Dudu · Rating 5 out of 5]

Amazing

I’ve read books by Zig Ziglar, Grant Cardone and even the straight line system. But this book right here is top of the line! Great examples, no fluff, total value!

[Josh · Rating 5 out of 5]

What sales should be. The best case for both the customer and the seller. Listening your way through sales, a good primer for interacting with people in general.

[Oliver · Rating 5 out of 5]

THE best book on sales I’ve ever read. Nothing comes close