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

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.

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.

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.

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:

Download or read book Socratic Puzzles written by Robert Nozick and published by Harvard University Press. This book was released on 1997 with total page 422 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of the foremost philosophers of our time, Robert Nozick continues the Socratic tradition of investigation. This volume, which illustrates the originality, force, and scope of his work, also displays Nozick's trademark blending of extraordinary analytical rigor with intellectual playfulness. As such, Socratic Puzzles testifies to the great pleasure that both doing and reading philosophy can be. Comprising essays and philosophical fictions, classics and new work, the book ranges from Socrates to W. V. Quine, from the implications of an Israeli kibbutz to the flawed arguments of Ayn Rand. Nozick considers the figure of Socrates himself as well as the Socratic method (why is it a "method" of getting at the truth?). Many of these essays bring classic methods to bear on new questions about choice. How should you choose in a disconcerting situation ("Newcomb's Problem") when your decisions are completely predictable? Why do threats and not offers typically coerce our choices? How do we make moral judgments when we realize that our moral principles have exceptions? Other essays present new approaches to familiar intellectual puzzles, from the stress on simplicity in scientific hypotheses to the tendency of intellectuals to oppose capitalism. As up to date as the latest reflections on animal rights; as perennial as the essentials of aesthetic merit (doggerel by Isaac Newton goes to prove that changing our view of the world won't suffice); as whimsical as a look at how some philosophical problems might appear from God's point of view: these essays attest to the timeliness and timelessness of Nozick's thinking. With a personal introduction, in which Nozick discusses the origins, tools, and themes of his work, Socratic Puzzles demonstrates how philosophy can constitute a way of life.

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.

Download or read book Socratic Questioning for Therapists and Counselors written by Scott H. Waltman and published by Routledge. This book was released on 2020-09-08 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a framework for the use of Socratic strategies in psychotherapy and counseling. The framework has been fine-tuned in multiple large-scale cognitive behavior therapy (CBT) training initiatives and is presented and demonstrated with applied case examples. The text is rich with case examples, tips, tricks, strategies, and methods for dealing with the most entrenched of beliefs. The authors draw from diverse therapies and theoretical orientation to present a framework that is flexible and broadly applicable. The book also contains extensive guidance on troubleshooting the Socratic process. Readers will learn how to apply this framework to specialty populations such as patients with borderline personality disorder who are receiving dialectical behavior therapy. Additional chapters contain explicit guidance on how to layer intervention to bring about change in core belief and schema. This book is a must read for therapists in training, early career professionals, supervisors, trainers, and any clinician looking to refine and enhance their ability to use Socratic strategies to bring about lasting change.

Download or read book Enquiring Minds written by Rene Saran and published by Stylus Publishing, LLC.. This book was released on 2004 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is the first in English to set out the theoretical underpinnings of modern Socratic Dialogue as a self-directed learning process. Central to the Socratic Method are the opportunities it gives educators and others to * learn about the Socratic Method as a new approach to their work * foster rational critical thinking skills * develop the learners' autonomy * nurture emotional intelligence and qualities such as empathy As a process of philosophising in groups, Socratic Dialogue is attracting growing interest in the US, Mexico and Europe because of its potential contribution to developing learning. It will be relevant to courses in citizenship, personal and social education, health, social work and community issues. Inspired by the philosophy of Socrates, the German philosopher Leonard Nelson began to apply the Socratic Method to thinking and learning in the 1920s. By the 1950s Socratic Dialogue was being developed into a learning/teaching process, initially in Germany. Part 1 of the book deals with theoretical aspects of Socratic Dialogue and suggests possible applications, particularly in the school sector. Part 2 presents a range of Socratic Dialogue experiences in Britain and Germany and offers guidance about the organisation, rules and phases of the Socratic process. The foundation text by Leonard Nelson makes up Part 3. There is information about organizations involved with the promotion of Socratic Dialogue in Britain, Germany and the Netherlands and a survey of relevant literature. The work will be of interest to all those working in education, especially teachers of philosophy, ethics, religious studies and mathematics. It will provide an authoritative guide to educators who want learners to develop enquiring minds.

Download or read book Soft Sell written by Tim Connor and published by . This book was released on 1994 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: With over 150,000 copies of this classic sales title sold, Soft Sell combines pragmatic, real-world advice with helpful hints & sales strategies.

Download or read book The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources written by Neil Rackham and published by McGraw Hill Professional. This book was released on 1996-06-22 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

Download or read book Questions that Make the Sale written by William Bethel and published by . This book was released on 1992 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The need for service-oriented sales in this technological era demands a new type of sales professional, one who can probe for needs, respond to concerns and fulfill the requirements of both buyer and supplier. The new high-tech, customer-centered selling makes asking the right questions more important than ever. Written by a master salesman, this book covers all the queries that today's sales professional must ask to make the sale in this new environment. Separate chapters are devoted to questions relating to motivation, prospecting, qualifying, probing, presenting, handling, objections, closing and follow-up. This book's concise format is easy to use, so the questions it poses will quickly become part of the sales professional's arsenal.

Download or read book The Socratic Turn written by Dustin Sebell and published by University of Pennsylvania Press. This book was released on 2015-12-17 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Socratic Turn addresses the question of whether we can acquire genuine knowledge of good and evil, right and wrong. Reputedly, Socrates was the first philosopher to make the attempt. But Socrates was a materialistic natural scientist in his youth, and it was only much later in life—after he had rejected materialistic natural science—that he finally turned, around the age of forty, to the examination of ordinary moral and political opinions, or to moral-political philosophy so understood. Through a consideration of Plato's account of Socrates' intellectual development, and with a view to relevant works of the pre-Socratics, Xenophon, Aristotle, Hesiod, Homer, and Aristophanes, Dustin Sebell reproduces the course of thought that carried Socrates from materialistic natural science to moral-political philosophy. By doing so, he seeks to recover an all but forgotten approach to the question of justice, one still worthy of being called scientific.

Download or read book Socratic Logic 3e Pbk written by Peter Kreeft and published by St Augustine PressInc. This book was released on 2010-01-12 with total page 399 pages. Available in PDF, EPUB and Kindle. Book excerpt: Symbolic logic may be superior to classical Aristotelian logic for the sciences, but not for the humanities. This text is designed for do-it-yourselfers as well as classrooms.

Download or read book Let s Get Real or Let s Not Play written by Mahan Khalsa and published by Penguin. This book was released on 2008-10-30 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds

Download or read book Socratic Moral Psychology written by Thomas C. Brickhouse and published by Cambridge University Press. This book was released on 2012-01-12 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Socrates' moral psychology is widely thought to be 'intellectualist' in the sense that, for Socrates, every ethical failure to do what is best is exclusively the result of some cognitive failure to apprehend what is best. Until publication of this book, the view that, for Socrates, emotions and desires have no role to play in causing such failure went unchallenged. This book argues against the orthodox view of Socratic intellectualism and offers in its place a comprehensive alternative account that explains why Socrates believed that emotions, desires and appetites can influence human motivation and lead to error. Thomas C. Brickhouse and Nicholas D. Smith defend the study of Socrates' philosophy and offer an alternative interpretation of Socratic moral psychology. Their novel account of Socrates' conception of virtue and how it is acquired shows that Socratic moral psychology is considerably more sophisticated than scholars have supposed.

Download or read book Think Like Socrates written by Shanna Peeples and published by Corwin Press. This book was released on 2018-08-16 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: Socrates believed in the power of questions rather than lecturing his students. But how did we get so far away from his method of inquiry? Shanna Peeples, 2015 National Teacher of the Year, will show you how teachers can create an engaging atmosphere that encourages student questions and honors their experiences. This resource provides Questions paired with sample texts Step-by-step lessons for generating and using students’ questions Lesson extensions for English language learners, special education students, and gifted and talented students Writing suggestions, in-class debate questions, and scoring rubrics Multimedia texts Protocols for using inquiry with adults as a base for professional development