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Author: Kevin Daley Publisher: McGraw Hill Professional ISBN: 0071371516 Category : Business & Economics Languages : en Pages : 188
Book Description
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
Author: Kevin Daley Publisher: McGraw Hill Professional ISBN: 0071371516 Category : Business & Economics Languages : en Pages : 188
Book Description
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
Author: Matt Copeland Publisher: Taylor & Francis ISBN: 1003844162 Category : Education Languages : en Pages : 262
Book Description
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.
Author: Neil Rackham Publisher: McGraw Hill Professional ISBN: 0071368825 Category : Business & Economics Languages : en Pages : 240
Book Description
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.
Author: Wanda H. Ball Publisher: Eye On Education ISBN: 9781883001797 Category : Education Languages : en Pages : 182
Book Description
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.
Author: Robert Nozick Publisher: Harvard University Press ISBN: 9780674816534 Category : Philosophy Languages : en Pages : 422
Book Description
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.
Author: Emlyn-Jones Chris Publisher: Penguin UK ISBN: 0141914076 Category : Philosophy Languages : en Pages : 757
Book Description
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.
Author: Roslyn Weiss Publisher: University of Chicago Press ISBN: 0226891720 Category : Philosophy Languages : en Pages : 249
Book Description
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
Author: Rene Saran Publisher: Stylus Publishing, LLC. ISBN: 9781858563367 Category : Education Languages : en Pages : 204
Book Description
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.
Author: Charles D. Brennan Publisher: McGraw Hill Professional ISBN: 0071746986 Category : Business & Economics Languages : en Pages : 225
Book Description
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.
Author: Kevin Daley
Author: Kevin Daley
Author: Matt Copeland
Author: Brandon Mulrenin
Author: Neil Rackham
Author: Wanda H. Ball
Author: Robert Nozick
Author: Emlyn-Jones Chris
Author: Roslyn Weiss
Author: Rene Saran
Author: Charles D. Brennan