Kevin 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: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

This text offers field-proven presentation tips and communication skills, from two of today's top corporate coaches. Every business situation is both a presentation and a chance to leave a positive impression. In "Talk Your Way to the Top", corporate communications gurus Kevin Daley and Laura Daley-Caravella give readers the know-how to recognize and maximize the opportunities they face throughout the day. Each chapter represents a specific situation, from running a meeting to disagreeing with the boss, and outlines the steps needed to handle it with poise, skill, and success. Communication has a tremendous impact on how professionals are judged. "Talk Your Way to the Top" gives them the skills they need to: know when and where to speak up - versus when to shut up; convey passion and make it contagious; and connect with an audience on multiple levels.