Podcasts about discover questions get you connected

Want to know how to REALLY connect with buyers and thrive in today's marketplace? Join host Hanna Hasl-Kelchner as she welcomes sales expert and author https://www.linkedin.com/in/debcalvertpeoplefirst/ (Deb Calvert), who says, "stop selling.” Is that crazy or what?   WHAT YOU'LL DISCOVER ABOUT HOW TO CONNECT WITH BUYERS: ● 3 powerful ways to build trust and connect with buyers. ● How to find out what really matters to buyers. ● How asking salient questions creates customer value. ● What you should be asking prospects but probably don't. ● Why natural conversations are more effective way to connect with buyers than pitching. ● And MUCH more. GUEST:Deb Calvert helps companies boost productivity and build organizational strength by helping you put people first.     She accomplishes this in a number of ways, through: ● sales training, coaching, and consulting; ● leadership programs; ● strategic planning with senior managers; and ● other team effectiveness work and executive coaching with business owners and senior managers. She's the founder and President of http://www.peoplefirstps.com/ (People First Productivity Solutions), a three-time Top 50 Sales and Marketing Influencer, and bestselling author of the book http://peoplefirstps.com/free-download-of-discover-questions-get-you-connected-ch-1/ (DISCOVER Questions® Get You Connected) as well as an award-winning blogger. Deb is also a member of the National Speakers Association and as a speaker has delighted audiences in a wide variety of industries. She is now leading the movement to "Stop Selling and Start Leading!" RELATED RESOURCES:Contact http://www.peoplefirstps.com/ (Deb) and connect with her on https://www.linkedin.com/in/debcalvertpeoplefirst (LinkedIn) and https://www.facebook.com/PeopleFirstPS/ (Facebook).  Get your http://peoplefirstps.com/free-download-of-discover-questions-get-you-connected-ch-1/ (free chapter) from Deb's book Discover Questions Get You Connected.   SUBSCRIBE, RATE AND REVIEW:Subscribing is easy and lets you have instant access to the latest tactics, strategies and tips.  Become a https://businessconfidentialradio.com/preferred-listener-signup (Preferred Listener) or https://businessconfidentialradio.com/subscribe-to-podcast/ (subscribe) to the show through your favorite podcast feed.  Rating and reviewing the show helps us grow our audience and allows us to bring you more of the information you need to succeed from our high-powered guests. Download ♥ Subscribe ♥ Listen ♥ Learn ♥ Share ♥ Review ♥ Enjoy

Selling With Love is more than a podcast! Join the community of like-minded entrepreneurs ready to overcome their sales blockages and transform the planet at: https://www.linkedin.com/groups/14070148/ ===== Looking for some fundamental principles to become a better seller? Get ready to take notes, because listening to Deb Calvert is going to feel like a masterclass, no matter if you're just starting in sales, or you've been on the phone for years. She'll bring huge clarity and refresh key concepts on how and when to use the right types of questions in your sales calls, what are the core values of shellership, and how developing your leadership skills may be what your clients expect from you as a seller. Go ahead and reframe what great sellers are by using the hashtag #sellership in your social media publications. =====

On this week's episode of Conversational Selling, we speak with Deb Calvert, the President of People First Productivity Solutions and the Host of The Monday Morning Sales Rally on The Sales Experts Channel. Deb also leads the Stop Selling and Start Leading Movement. She is certified as an Executive Sales Coach, is a certified Master of the Leadership Challenge, and her bestseller, DISCOVER Questions Get You Connected, has recently been named by HubSpot as one of the 20 most highly-rated sales books of all time.We chat about putting people first, as well as: The global need for sales content and the creation of The Sales Expert Channel  Why questions are critical to any type of relationship DISCOVER— the eight reasons to ask quality questions Ennobling your customers by engaging them And more

Deb Calvert is the author of the research-based bestsellers “DISCOVER Questions Get You Connected” (named by HubSpot as one of the “Top 20 Most Highly-Rated Sales Books of All Time”) and “Stop Selling & Start Leading” (with co-authors Jim Kouzes and Barry Posner). Deb has been named one of the 65 Most Influential Women in Business and is a perennial on lists of top sales thought leaders to follow. She is the founder of The Sales Experts Channel, bringing together over 200 sales authors, speakers, and trainers to provide quality educational content for the sales community with 500+ webinars. Deb is a popular keynote speaker and instructor at UC-Berkeley. https://peoplefirstps.com/ Jasoncooper.io jcooper@jasoncooper.io

Deb Calvert is the author of DISCOVER Questions® and Stop Selling & Start Leading. She is founder of The Sales Experts Channel, President of People First Productivity Solutions, and a certified sales and executive coach. Deb has been named one of the "65 Most Influential Women in Business" and a Top 30 Global Sales Guru. The Sales Experts Channel, mission is to bring together thought leaders in sales that is available on-demand over 500 webinars and videos and every week new content goes out. Stop Selling and Start Leading: How to Make Extraordinary Sales Happen, was named the #3 top sales book of 2018, based on our research with buyers, Deb wrote the book with renowned Leadership experts, James M. Kouzes, Barry Z. Posner. The Leadership Challenge is the gold-standard manual for effective leadership and The Five Practices of Exemplary Leadership(R). Deb researched 530 B2B buyers with the premises what happens if sellers were to act more like leaders. The authors asked sellers, “Tell us a story at when you were at your personal best as a seller” and then looked at how many of the behaviours were leaderships behaviours. Stop Selling and Start Leading is a blueprint for making extraordinary sales as they know what buyers like and know what great sellers do. What was most surprising, inspire a shared vision, thought to be a key sales behaviour was least important for the buyer. Discover Question Get You Connected, Debs first book was also based on research. She said, for buyers’ great questions suggest the seller is truly interested in helping them. Great questions turn on the buyers' euphoria and open the possibilities for having a different kind of conversation that is engaging and bonding and become a game-changing competitive advantage. She cautions that seller must be in the moment and listen well to the answers, asking the follow-up questions. Deb got into sales by accident, when Deb was very young, she would sell candy for a youth organisation, her Mother taught her to ask questions they would laugh the strategic questions from a 7-year-old. People would laugh at the cheeky question and she sold a lot of candy. Deb got a journalism degree (ask questions) the first job was selling in a newspaper thinking that she would move over to editorial and she never did. Deb Mother was one of the first women US marines to go overseas, she recruited other marines before going overseas and they taught her. On diversity Deb recalls her Mother wise words, she would say you have to make room for everyone, you must make room for everyone and not taking away from anyone. The organisations that truly make room for everyone to be heard and valued. There are perceptual barriers, there are still boys’ clubs with barriers in opportunities and language, but it is a rewarding career. The Sales Experts Channel is very diverse with 76 sales experts from global influencers by 2020. Debs advice is to think of yourself as a leader, because that is how buyers see you, and that’s how buyers want you to behave. Not being too differential but asking challenging questions to stretch them. Anyone can be a leader, the root word is to guide how are you guiding your buyer colleagues, stepping into your full potential and unleashing the full possibilities. Offer free chapter from my first book, DISCOVER Questions Get You Connected. It includes specific tactics for improving connections with buyers by asking more purposeful and engaging questions. Listen to the podcast as you will love Debs frog story! @PeopleFirstPS https://www.facebook.com/PeopleFirstPS/ https://www.linkedin.com/in/debcalvertpeoplefirst/

  Questions are the simplest tool that you have available to you. Can you frame your questions so that they are heard, received, and respected by your prospects? Do you know how to formulate a good question so that you can have that deep 2-way dialogue your prospects crave? In this episode of INSIDE Inside Sales, Darryl speaks with Deb Calvert, the President of People First Productivity Solutions and Founder of the Sales Experts Channel. Darryl and Deb talk about how to craft those questions that can create instant value, bonding experiences, and even build trust in your prospects. They also discuss ways to stay in the moment, listening to the emotional tone of the conversation, as well as steps to avoid asking questions that make you sound like a census taker. Learn ways to enrich the dialogue with your prospects, right here on this episode of INSIDE Inside Sales! About Darryl's guest: Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly-Rated Sales Books of All Time.”  ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

How can you take the next step in your sales career? It's a question many in sales ask themselves on yearly, if not daily basis. Our guest expert this week is Deb Calvert, President of People First Productivity Solutions and world renowned author.  Starting off the new year with goals of sales management is a great thing to do, having a concrete plan in place to reach those goals is even better. Calvert shares her insights to help fill that concrete plan into a solid foundation.  This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.   On today's show... 03:21 - Deb Calvert recaps her 2018  09:05 - Deb's tips for gaining confidence in sales.  11:45 - Leadership isn't something you're born with, but rather a choice of behaviors 19:55 - " I was the worst sales manager of all time at my first job" - Deb Calvert 23:40 - What's next for Deb in 2019?   More on today's guest Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.” Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jeffrey's new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!  

Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. She leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.” Quotes To Remember: “Those negative pervasive stereotypes about selling, that’s what causes buyers to shut down.” “When sellers are in selling mode, they come across to buyers as being self-serving, pushy, arrogant and really not all that interested in the buyer.” “Believing in a product starts with believing in the people who are responsible for the product.” “Credibility is a foundation.” “They can’t believe your message if they don’t believe in you as a messenger.”   What You’ll Learn: Difference Between Selling and Leading How to Make People Care About Your Brand The Awesome Connecting Experience How to Enable Collaborations on a Greater Scale   Key Links From The Show: Deb’s Site   Recommended Books: Content Marketing Secrets by Marc Guberti Podcast Domination by Marc Guberti Stop Selling and Start Leading by Barry Posner, Deb Calvert, and James M. Kouzes Learning Leadership by Barry Posner and James M. Kouzes Getting Naked by Patrick Lencioni Mindset by Carol Dweck

Deb Calvert is known for her unique sales training approach that has helped thousands of sales teams reach peak performance and accelerate sales. She stands out as a sales coach by putting people first. In this episode, you’ll learn how to identify a real objection with ‘the test’ and how to specifically overcome price objections. Deb explains how certain selling behaviours might harm your performance and how you can start behaving like a leader today to win more deals! Deb has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author. Deb’s newest book is Stop Selling & Start Leading. Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot. Deb is the founder of The Sales Experts Channel, where you can find career advice and free education, and of the movement to Stop Selling & Start Leading®.   Here are some of the topics covered in this episode:    How to buy time, evaluate real objections and determine the best way to move forward Tips and tricks to overcome pricing objections How to Stop Selling & Start Leading® - Key takeaways from Deb’s book Seller behaviors - how they affect the sale and your relationship with the customer The best way to start a conversation with new leads   Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!   About the Guest: Deb Calvert is President and Founder of People First Productivity Solutions, a consulting and training firm that specializes in sales training, leadership development and team effectiveness. Prior to founding People First, Deb was a corporate training director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales and sales management positions. Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. She has been training sales trainers and teams for more than 15 years, helping them boost their sales productivity and revenue through people development.   Website: www.peoplefirstps.com LinkedIn: https://www.linkedin.com/in/debcalvertpeoplefirst/ Book: www.stopsellingstartleading.com Sales Experts Channel: http://www.thesalesexpertschannel.com/ Twitter: @PeopleFirstPS Facebook: https://www.facebook.com/PeopleFirstPS/

Deb Calvert is the co-author of the book Stop Selling & Start Leading and author of DISCOVER Questions® Get You Connected - one of the "Top 20 Most Highly-Rated Sales Books of All Time," according to HubSpot. She is also the President of People First Productivity Solutions. In this episode, Audrey, Lee and Deb discuss: How management sets the culture, and smart management includes making deliberate decisions about the culture; How things will change again when Generation Z emerges in the workforce. Learn more about your ad choices. Visit megaphone.fm/adchoices

Buyers are bored with canned needs assessment questions. There is a way to get the information you need while also giving buyers a positive experience. Deb Calvert joins us to let us in on this all-new needs assessment, a simple shift you can make right away!  Deb is President of People First Productivity Solutions. She is also the author of Stop Selling & Start Leading® and DISCOVER Questions®Get You Connected (one of the “Top 20 Most Highly-Rated Sales Books of All Time”). Deb has been named one of the "65 Most Influential Women in Business" and a top 50 Sales Influencer. She is also founder of The Sales Experts Channel and a Berkeley Instructor on Sales Development Principles, a certified Master of The Leadership Challenge® and Certified Coach, Sales & Leadership Speaker, Trainer.  Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.

There are many keys to successful selling – we all know the list: features & benefits, competitive talking points, overcoming common objections and so on. But if you had some real insight into certain behaviors in a sales rep that buyers find are important, that would be a real advantage. Our guest tells us we need to stop selling and start leading.  Speaker, sales consultant and author of the best seller, “Discover Questions Get You Connected”, Deb Calvert  joins Dan Walker with the scoop in this 10-minute podcast.

Demanding buyers expect more from sellers. But what? Our preliminary research shows that sellers are more successful when they replace stereotypical sales behaviors with leadership behaviors. As a leader, you’ll align your actions with your behaviors. You’ll inspire your buyers instead of merely pitching them. You’ll challenge them and collaboratively co-create insights. You’ll encourage them to try new things and celebrate successes together. Best of all, you won't feel "icky" about selling. Learn more about this movement and how you can modify your behaviors to be more successful in connecting with buyers and closing more sales. Deb Calvert, “DISCOVER Questions® Get You Connected” author and Top 50 Sales Influencer, is President of People First Productivity Solutions, a UC Berkeley instructor (teaching the popular Sales Development Principles course), and a former Sales/Training Director of a Fortune 500 media company. She speaks and writes about the Stop Selling & Start Leading movement and offers sales training, coaching and consulting as well as leadership development programs. She is certified as an executive and sales coach by the ICF and is a Certified Master of The Leadership Challenge®. Deb has worked in every sector and in 14 countries to build leadership capacity, team effectiveness and sales productivity with a “people first” approach.   Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.

Demanding buyers expect more from sellers. But what? Our preliminary research shows that sellers are more successful when they replace stereotypical sales behaviors with leadership behaviors. As a leader, you'll align your actions with your behaviors. You'll inspire your buyers instead of merely pitching them. You'll challenge them and collaboratively co-create insights. You'll encourage them to try new things and celebrate successes together. Best of all, you won't feel "icky" about selling. Learn more about this movement and how you can modify your behaviors to be more successful in connecting with buyers and closing more sales. Deb Calvert, “DISCOVER Questions® Get You Connected” author and Top 50 Sales Influencer, is President of People First Productivity Solutions, a UC Berkeley instructor (teaching the popular Sales Development Principles course), and a former Sales/Training Director of a Fortune 500 media company. She speaks and writes about the Stop Selling & Start Leading movement and offers sales training, coaching and consulting as well as leadership development programs. She is certified as an executive and sales coach by the ICF and is a Certified Master of The Leadership Challenge®. Deb has worked in every sector and in 14 countries to build leadership capacity, team effectiveness and sales productivity with a “people first” approach.  Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.

Deb Calvert, “DISCOVER Questions® Get You Connected” author, Top 50 Sales Influencer, UC-Berkeley instructor. Deb leads the Stop Selling & Start Leading® movement and offers sales training, coaching and leadership development programs. Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.”Learn more: www.peoplefirstps.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Deb Calvert, “DISCOVER Questions® Get You Connected” author, Top 50 Sales Influencer, UC-Berkeley instructor. Deb leads the Stop Selling & Start Leading® movement and offers sales training, coaching and leadership development programs. Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.”Learn more: www.peoplefirstps.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Curiosity might have killed the cat, but it can save the sales rep! In this episode we’re joined by Deb Calvert, President of People First Productivity Solutions and an expert on asking the right questions to target buyers at the top of funnel. Deb explains her innovative DISCOVER method for asking questions, why you shouldn’t be afraid of negative feedback, and how to build trust and rapport over email communication.   Episode Highlights: How Deb Calvert began a career of questioning The D.I.S.C.O.V.E.R model of asking questions Asking questions that create value Scripts to follow Breaking down the acronym Leveraging questions with non-voice communications The data behind the movement Stop selling and start leading Resources:   DISCOVER Questions Get You Connected by Deb Calvert The Sales Experts Channel - BrightTALK People First Productivity Solutions Stop Selling and Start Leading Want to chat with Deb? Email her at: deb.calvert@peoplefirstps.com Quotes/Tweets: “Questions are one of the fastest ways to build bonds and create trust and rapport with people” - Deb “You have to try some things and not be afraid that questions will get negative reactions. They really don’t, not nearly as often as we think they will” - Deb

Want to know how to REALLY connect with buyers and thrive in today's marketplace? Join host Hanna Hasl-Kelchner as she welcomes sales expert and author Deb Calvert, who says, "stop selling." Is that crazy or what?  WHAT YOU'LL DISCOVER ABOUT HOW TO CONNECT WITH BUYERS: 3 powerful ways to build trust and connect with buyers.  How to find out what really matters to buyers. How asking salient questions creates customer value. What you should be asking prospects but probably don't. Why natural conversations are more effective way to connect with buyers than pitching. And MUCH more. GUEST:Deb Calvert helps companies boost productivity and build organizational strength by helping you put people first.   She accomplishes this in a number of ways, through: ◊ sales training, coaching and consulting;  ◊ leadership programs;  ◊ strategic planning with senior managers; and ◊ other team effectiveness work and executive coaching with business owners and senior managers. She's the founder and President of http://www.peoplefirstps.com/stop-selling-start-leading (People First Productivity Solutions), a three time Top 50 Sales and Marketing Influencer, and bestselling author of the book https://www.amazon.com/gp/product/098973790X/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=098973790X&linkCode=as2&tag=businconfinow-20&linkId=1ee64399bfbf7d656276a367980f26ac%22%3EDISCOVER%20Questions%20Get%20You%20Connected:%20for%20professional%20sellers%3C/a%3E%3Cimg%20src=%22//ir-na.amazon-adsystem.com/e/ir?t=businconfinow-20&l=am2&o=1&a=098973790X%22%20width=%221%22%20height=%221%22%20border=%220%22%20alt=%22%22%20style=%22border:none%20!important;%20margin:0px%20!important;%22%20/%3E (DISCOVER Questions® Get You Connected) as well as an award winning blogger. Deb is also a member of the National Speakers Association and as a speaker has delighted audiences in a wide variety of industries. She is now leading the movement to "Stop Selling and Start Leading!"  RELATED RESOURCES:Contact http://www.peoplefirstps.com (Deb) and connect with her on https://www.linkedin.com/in/debcalvertpeoplefirst (LinkedIn) and https://www.facebook.com/PeopleFirstPS/ (Facebook).  Get your http://peoplefirstps.com/free-download-of-discover-questions-get-you-connected-ch-1/ (free chapter) from Deb's book Discover Questions Get You Connected. SUBSCRIBE, RATE AND REVIEW:Subscribing is easy and lets you have instant access to the latest tactics, strategies and tips.  Rating and reviewing the show helps us grow our audience and allows us to bring you more of the information you need to succeed from our high powered guests. Download ♥ Subscribe ♥ Listen ♥ Learn ♥ Share ♥ Review ♥ Enjoy

Sales and sales training have been our guest, Deb Calvert's, passion since she was a child earning money for extra weeks at summer camp. You need to catch the beginning of this show to hear how she was originally motivated to get into sales.  She talked about 8 reasons we'd ever ask a question are summarized in DISCOVER (this is an acronym). Most sales people only ask questions for 3-4 reasons. If you open it up to all 8, you open yourself up to be of real value in the conversation and prospects will share the same with you. Let's start within the first five seconds of meeting someone to make you more elegant and effective at advancing sales.Shoot her an email and she'll send you this list of questions. deb.calvert@peoplefirstps.com Her site has a lot of free tools to getting prospects to the point of curiosity fast to learn more about what you are offering. Visit PeopleFirstPS.com She has a great book: DISCOVER Questions(tm) Get You Connected – LISTENER SPECIAL! BOOKMARK this page. It is continuously updated.  Some of what she and Matt are talking about the survey that asks you "When were you at your personal best?" This goes through March. This is how she gathers valuable information.  A bit about Deb Calvert: Deb Calvert, “DISCOVER Questions® Get You Connected” author, Top 50 Sales Influencer, UC-Berkeley instructor. Deb leads the Stop Selling & Start Leading movement and offers sales training, coaching and leadership development programs. Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Building Organizational Strength by Putting People First. We focus on the people parts of business, including: - Coaching for Executives, Managers & Sales Teams - Leadership Development for Leaders at Every Level - Training for Managers and Sales Professionals - Consulting on Team Effectiveness, Sales Productivity, Sales Selection - Keynote addresses on DISCOVER Questions®, sales productivity, leadership connectivity Specialties:  - MBTI Certified Practitioner - Certified Executive Coach, the CEC (ICF) - Full curriculum for sales team training, customized to your industry & market - Author of the DISCOVER Questions® book series and questioning model

To develop good communication skills, we must learn to ask questions. Not just any questions but questions that will be impactful to a positive result and allows the other person to feel heard. There are three basic types of communicators. One who never ask questions but only talks to be heard. One who will ask questions but never listen to the answer. One who will ask great questions and listen attentively to the answers. This may be an over simplification but I bet you thought of someone you know in one of those examples. I had the pleasure of interviewing Debra Calvert, author of DISCOVER Questions Get You Connected that was nominated as a finalist for Top Sales & Marketing Book of 2013. Deb has been in sales for twenty-five plus years including corporate director of sales training for a Fortune 500 Company. In preparation for this book, she logged an exhaustive amount of research during ten thousand sales calls in several different industries and situations. When Debra interviewed the customers of these salespeople, the first two words mentioned were connected and trust. This confirmed to Debra that asking the right questions would lead to the desired outcome. The word DISCOVER in her title is in all caps because it is an acronym with each letter leading you through eight distinctive purposes of asking a question. All of us know how to ask questions. However, you can take your success to the next level if you learn to ask the right questions AND listen to the answers. Click here or the audio player at the top of the page to listen to my entire twenty-five minute interview with Debra. Have a great week! Pierce Click here to buy this book. To contact Debra and get an autographed copy of the book, go to PeopleFirstPS.

[Legacy post: Small Business Talent] Are you constantly seeking better ways to sell your services? Most of the solo professionals I know would say yes. My special guest on the podcast today is Deb Calvert, the author of a fascinating new sales book: DISCOVER Questions Get You Connected. Here’s what author and sales training thought […] The post Deb Calvert on Building Trust, Winning Clients, and Her New Book: ‘DISCOVER Questions Get You Connected’ appeared first on Smart Solo Business.