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DISCOVER Questions Get You Connected: for professional sellers Paperback – September 15, 2013

5 out of 5 stars 39 customer reviews

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Editorial Reviews

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!
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Product Details

  • Paperback: 264 pages
  • Publisher: People First Productivity Solutions (September 15, 2013)
  • Language: English
  • ISBN-10: 098973790X
  • ISBN-13: 978-0989737906
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (39 customer reviews)
  • Amazon Best Sellers Rank: #70,747 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By Jennifer Nichols on June 17, 2014
Format: Paperback Verified Purchase
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.
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I've been self-employed since 2000, and my industry is intensely sales-driven. I've read a lot of sales books over the years. This is the best book I've ever read on mastering sales questions. If you sell B2B, then you'll get a lot out of this book.
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If after reading Deb's Dedication to her parents you are not inspired to purchase this book - then get out of sales in a hurry. Never before have a read a dedication like this in a sales book - there's no magic, just heartfelt love, admiration and rock-solid guidance to Deb at a young age. As for the rest of the book, well, you'll just have to find out. Enjoy!
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This is a MUST read for any salesperson who cares about their accounts. You learn to be an integral part of your customers' businesses and truly a partner in helping them succeed. This is consultative selling spelled out in a simple way that will bring value beyond belief to you and your accounts.
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I have been stumble at my sales job lately. I have been asking the right questions, but the customer never pull the buy triggered. I was ready to give up, until I found this book. After reading the book, I use the proper sequence of questions and guide the customer from awareness, interest, desire and action. My sales call has improved over night, I am more in control of the process and help the find the right balance between helping my customers and making the sales.

I highly recommend this book for people especially who came from non sales background. I can't wait to work on the workshop and be come better at my sales game. Thank you Deb for writing this book.
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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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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.
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I just read Deb Calvert's DISCOVER Questions. Loved it and appreciated it. When coaching salespeople and consulting sales organizations, I often proclaim the benefits of asking GREAT questions of prospects throughout the sales process. In fact, I think you can accomplish more "selling" with great questions than by making a good presentation. Calvert's book will help anyone in a selling role do just that.

Remember when we were kids they'd tell us that there is no such thing as a stupid question? Well, they lied. There are stupid questions and salespeople ask them all the time. Part II of DISCOVER Questions will ensure that you never ask a stupid question again. Calvert delivers nine useful chapters in this section - one to introduce the concept of D.I.S.C.O.V.E.R. questions and then one chapter each to unpack the eight types of questions she recommends (one for each letter of D.I.S.C.O.V.E.R.).

If you've ever wondered what types of questions should be asked at various stages of the sales cycle, this book is the perfect resource for you. Never be be unprepared for a dialogue with a potential customer again! 5 stars from me. Grab yourself a copy. I have a feeling this is a book you'll keep handy long after you've read it once.

Mike Weinberg, The New Sales Coach and author of the Amazon Best-Seller New Sales. Simplified.
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