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

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."