Socratic Selling

Socratic Selling
Author: Kevin Daley
Publisher: McGraw Hill Professional
Total Pages: 188
Release: 1995-08-22
Genre: Business & Economics
ISBN: 0071371516

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

Reverse Selling

Reverse Selling
Author: Brandon Mulrenin
Publisher:
Total Pages:
Release: 2021-08-13
Genre:
ISBN: 9781737400103

Socratic Circles

Socratic Circles
Author: Matt Copeland
Publisher: Taylor & Francis
Total Pages: 262
Release: 2023-10-10
Genre: Education
ISBN: 1003844162

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.

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Author: Neil Rackham
Publisher: McGraw Hill Professional
Total Pages: 240
Release: 1996-06-22
Genre: Business & Economics
ISBN: 0071368825

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.

Socratic Seminars in the Block

Socratic Seminars in the Block
Author: Wanda H. Ball
Publisher: Eye On Education
Total Pages: 182
Release: 2000
Genre: Education
ISBN: 9781883001797

Shows how teachers can plan and implement Socratic Seminars, a strategy that is particularly appropriate for teaching in a block schedule and which leads to active learning.

Early Socratic Dialogues

Early Socratic Dialogues
Author: Emlyn-Jones Chris
Publisher: Penguin UK
Total Pages: 757
Release: 2005-06-30
Genre: Philosophy
ISBN: 0141914076

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.

Socrates

Socrates
Author: Luis E. Navia
Publisher: Prometheus Books
Total Pages: 291
Release: 2009-12-02
Genre: Biography & Autobiography
ISBN: 1616140860

Philosopher Luis E. Navia presents a compelling portrayal of Socrates in this very readable and well-researched book, which is both a biography of the man and an exploration of his ideas.

The Socratic Paradox and Its Enemies

The Socratic Paradox and Its Enemies
Author: Roslyn Weiss
Publisher: University of Chicago Press
Total Pages: 249
Release: 2006-06-20
Genre: Philosophy
ISBN: 0226891720

In The Socratic Paradox and Its Enemies, Roslyn Weiss argues that the Socratic paradoxes—no one does wrong willingly, virtue is knowledge, and all the virtues are one—are best understood as Socrates’ way of combating sophistic views: that no one is willingly just, those who are just and temperate are ignorant fools, and only some virtues (courage and wisdom) but not others (justice, temperance, and piety) are marks of true excellence. In Weiss’s view, the paradoxes express Socrates’ belief that wrongdoing fails to yield the happiness that all people want; it is therefore the unjust and immoderate who are the fools. The paradoxes thus emerge as Socrates’ means of championing the cause of justice in the face of those who would impugn it. Her fresh approach—ranging over six of Plato’s dialogues—is sure to spark debate in philosophy, classics, and political theory. “Regardless of whether one agrees or disagrees with Weiss, it would be hard not to admire her extraordinarily penetrating analysis of the many overlapping and interweaving arguments running through the dialogues.”—Daniel B. Gallagher, Classical Outlook “Many scholars of Socratic philosophy . . . will wish they had written Weiss's book, or at least will wish that they had long ago read it.”—Douglas V. Henry, Review of Politics

Think Like Socrates

Think Like Socrates
Author: Shanna Peeples
Publisher: Corwin Press
Total Pages: 305
Release: 2018-08-16
Genre: Education
ISBN: 1506391656

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

Take Your Sales to the Next Level: Advanced Skills to Build Stronger Relationships and Close More Deals

Take Your Sales to the Next Level: Advanced Skills to Build Stronger Relationships and Close More Deals
Author: Charles D. Brennan
Publisher: McGraw Hill Professional
Total Pages: 225
Release: 2010-10-15
Genre: Business & Economics
ISBN: 0071746986

Expand your customer relationships into higher levels of commitment—and close more sales! You may have many great customer relationships—but there’s a good chance you have an even greater number of relationships that aren’t where you want them to be. With the lessons in Take Your Sales to the Next Level, you can move those stalled relationships to the next level—and increase sales dramatically. Sales expert Charles D. Brennan helps you: Gain solid commitments from your contacts Direct conversations to reveal new, previously undisclosed information Minimize and neutralize resistance Build a sales closing map from start to finish When you suddenly find yourself deftly moving conversations beyond the predictable dialogues, you’ll know you’re on your way to greatness. Make it happen with Take Your Sales to the Next Level.