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DISCOVER Questions Get You Connected: for professional sellers Paperback – September 15, 2013
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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!
Top customer reviews
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Then I heard about Deb Calvert's DISCOVER Questions™ on a sales blog. I DEVOURED the e-book. I learned the concepts and memorized some questions.
I began to relax in sales appointments, knowing that I was better equipped to find prospects' concerns and needs, and then to help with solutions. My appointment book filled up. I started winning "appointment-setting contests," and I was voted "Team Player of the Month" by my peers for sharing some of Deb's strategies with them.
I have had my best sales month ever this month (over $7,000 in written business), and I believe that my success is largely due to my use of DISCOVER questions™.
You'd be wise to dig into this book. DISCOVER Questions™ are the answer!
- Robert (Insurance & Financial Services, KY)
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.
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.
One question: Are you completely satisfied with the Quality of your Questions ?
Even if you don't need the complete system of DISCOVER, it's a process of thinking that will help you, not just in sales.
Deb Calvert focuses on and outlines 8 types of questions to use in selling situations to connect you to the buyer and the buyer to your solution. I found the last few chapters were focused on putting the ideas to use (practices, role plays, and preparation) and though, "Wow, I wish I had this years ago to share with my sales teams!"
Especially useful are the examples inserted throughout the robust book making it easy to see the difference in effective and ineffective question sequencing.
A bonus was the 12 Dimensions of Trust early in the book - it set the stage for identifying how fragile our relationships are and why we should invest the time and energy to ask purposeful and relevant questions.
I don't think 'reading' this book is enough - digest it and use it as a reference and training tool.