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DISCOVER Questions Get You Connected: for professional sellers Paperback – September 15, 2013
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Top Customer Reviews
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.
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.
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.
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.
Most Recent Customer Reviews
Not only was the book great but Deb responded to my email and provided some very useful support!Published 2 months ago by Chris Lepore
I was earning $250 a week as a new insurance agent. Failing miserably.
Then I heard about Deb Calvert's DISCOVER Questions™ on a sales blog. I DEVOURED the e-book. Read more
This was An Excellent book that gave me great insights and selling tips.Published 22 months ago by Tenny
The title of Deb Calvert’s book "DISCOVER Questions Get You Connected" says it all. I have been selling for many years and believed I was good at asking questions, that is,... Read morePublished on May 2, 2014 by Bob rickert
I have just finished reading DISCOVER Questions through for the second time and I feel impressed to recommend this book to not only sales professionals but to anyone who want to... Read morePublished on April 28, 2014 by chuck sweeney
When I work with top sales reps that are great at asking effective questions I find it a thing of beauty. Read morePublished on March 23, 2014 by Steven Rosen, Author 52 Sales Management Tips
"DISCOVER Questions Get You Connected: for professional sellers" is one of the best sales books I’ve ever gotten my hands on. Read morePublished on March 5, 2014 by Robert Terson