TSE 034: Mastering The Art of DISCOVER Questions™ with Deb Calvert

GreenBackground_Headshot.000One of the most important skills that ANY sales professional needs to master is the ability to effectively ask questions. From being able to connect with folks on a personal level to understanding what challenges they are facing. A successful seller MUST master the art of properly asking questions.

During this episode I had the pleasure of interviewing Deb Calvert and discussing principles from her book DISCOVER Questions™. Here are some of the major take aways from her book:

  • The right questions can help the prospect discover value for themselves
  • DISCOVER Questions™ also allow the seller to be more human
  • When asking questions, don’t ask manipulating questions seeking to back someone into a corner or hit them with a “gotcha”
  • Ask questions that will stimulate the mind of the prospect so they can really THINK for themselves
  • Before your call or a visit with a prospect, know what you need to learn from them and ask questions with a purpose

Learn more about Deb’s book at Peoplefirstps.com: Click Here To Get A Discounted Price on Deb’s Book!  

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MUSIC PROVIDED BY FREESFX

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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