"All I got" is LOGIC -- therefore, I have nothing...

[GordonJ]

Originally Posted by Ankesh

Ask questions. And listen. Without judgement. Thats the only way.

Great answer Ankesh,

On my top 10 reading list of must reads is Barry Neil Kaufman's Option Process, the best book on sellng that isn't anything about selling...it is about asking questions, in a non judgemental...it will improve anyone's selling experience.

The Option Process....best kept secret in selling, persuasion and influence.

Gordon

Originally Posted by GordonJ

Great answer Ankesh,

On my top 10 reading list of must reads is Barry Neil Kaufman's Option Process, the best book on sellng that isn't anything about selling...it is about asking questions, in a non judgemental...it will improve anyone's selling experience.

The Option Process....best kept secret in selling, persuasion and influence.

Gordon

I could only find an "The Option Process" cd set. Couldn't find a book with that title.

I did find a book called "To Love Is to Be Happy With: [the First Book of the Option Process]" on Abe Books.

I'd like to read the book you refer to but I want to make sure I get the right one.

Thanks.

-Chris

http://www.barryneilkaufman.com/Barr...y.php?pageid=2

Originally Posted by docsulo

I could only find an "The Option Process" cd set. Couldn't find a book with that title.

I did find a book called "To Love Is to Be Happy With: [the First Book of the Option Process]" on Abe Books.

I'd like to read the book you refer to but I want to make sure I get the right one.

Thanks.

-Chris

[GordonJ]

Here's a link

http://www.barryneilkaufman.com/Book.php?id=63

Originally Posted by docsulo

I could only find an "The Option Process" cd set. Couldn't find a book with that title.

I did find a book called "To Love Is to Be Happy With: [the First Book of the Option Process]" on Abe Books.

I'd like to read the book you refer to but I want to make sure I get the right one.

Thanks.

-Chris

Gordon,

Took me awhile to find this one ... I read it 2 or 3 times, then packed it away ... but another good one is "Socratic Selling" by Kevin Daley and Emmett Wolfe. It's 150+ pages of every possible sales situation and what questions you should ask in that situation. The purpose is to make the salesperson forget their own agenda and be able to focus on what the prospect needs. For anyone whose experience in selling has been a contentious relationship with prospects, this approach definitely helps.

Richard

Originally Posted by Richard Dennis

Gordon,

Took me awhile to find this one ... I read it 2 or 3 times, then packed it away ... but another good one is "Socratic Selling" by Kevin Daley and Emmett Wolfe. It's 150+ pages of every possible sales situation and what questions you should ask in that situation. The purpose is to make the salesperson forget their own agenda and be able to focus on what the prospect needs. For anyone whose experience in selling has been a contentious relationship with prospects, this approach definitely helps.

Richard

Thanks Richard. I found a nine page summary of "Socratic Selling", done by Frumi Rachel Barr, MBA, PhD.

She has a site called 100 Must Reads, where she has similar reviews of other business books.

The super condensed version of this is, "shine your little light on the customer."

Boz,

Nice find. That is a terrific synopsis. She's probably got 98% of the value of the book in there.

Richard