PDF Ebook DISCOVER Questions Get You Connected: for professional sellers, by Deb Calvert
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DISCOVER Questions Get You Connected: for professional sellers, by Deb Calvert
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Make every sales call count and be the ONE seller buyers want to talk to! With DISCOVER Questions™ , you will be able to differentiate yourself from the pack, create value for your buyers and connect is ways you never knew were possible. The research (over 15 years of it with sellers like you!) and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions™ and the sales approach described in this book.
- Sales Rank: #331075 in Books
- Published on: 2013-09-15
- Original language: English
- Dimensions: 9.00" h x .60" w x 6.00" l,
- Binding: Paperback
- 264 pages
About the Author
Deb Calvert, author of the DISCOVER Questions™ book series, has worked as a sales productivity specialist and sales researcher since 2000. She has worked with the newspaper industry for over 25 years as a consultant, a corporate director in Sales and Human Resources for a Fortune 500 company and as an Operations Director, Training Manager, and Sales Manager. Deb's early career included a variety of inside, outside and major account sales positions. Over the past 10 years, Deb has worked with over 300 media companies to accelerate sales productivity. Deb hosts the CONNECT! online radio show for selling professionals where listeners�learn how to�cut out continuances, put an end to�pending and stop�stalling out so they can close more sales!
Most helpful customer reviews
3 of 3 people found the following review helpful.
Loved this book!
By Jennifer Nichols
Discover Questions was excellent--giving experienced and novice sales people guidance on how to ask questions, drive the sales conversation, and show you care! We are a B2B seller and I'm having our sales people read and discuss at our monthly sales meetings. There are plenty of examples of questions, exercises and role plays--we'll be diving into this book for us all to hone our skills for a long time.
2 of 2 people found the following review helpful.
jump start your current sales process
By DLynnHidy
Deb Calvert has done the research for you (over 10,000 sales calls, 25 years of observations & research)– learn how to ask better questions, when to ask them, and to make sure you cover all eight of the DISCOVER purposes for your questions. D-data, I-issue, S-solution, C-consequence, O-outcome, V-value, E-example, R-rationale.
The best part is that Deb doesn’t tell you to throw out your current system and start from the beginning, rather to insert this new idea about questioning into what you already do!
A few of my top take away ideas are:
> 12 dimensions of trust
> 3 levels of value
> That there is a proper sequencing to the art of asking questions
> There are questions to avoid
All of which builds up to the fact that in today’s world, our prospects and customers expect us to make them think, bring new ideas to the table, and the way to do that is to become a fantastic asker of questions PLUS listen closely to their answers.
2 of 2 people found the following review helpful.
The Key to Meaningful & Profitable Connections
By Jill Konrath
Kudos to Deb Calvert for writing an insightful, highly impactful book on how salespeople can leverage questions to build trust, establish credibility and create value.
Her in-depth, field-based research enabled her to formulate a DISCOVER methodology that takes us beyond SPIN Selling, the former gold standard for effective questioning skills.
Because questions steer conversations, sellers need to learn how to develop them with strategic intent. Calvert maps out what it takes to put together a questioning plan. She covers what to ask and when.
By studying and experimenting with the various DISCOVER question, you’ll be able to understand how you can best help your prospects at the same time you create significant value for them. In fact, it’s the best way I know for differentiating yourself from the competition.
This book is a rich tool kit that every seller should read.
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