Asking Better Sales Questions
The show is kicked off with Deb explaining why questions are the main differentiation between the work that sales do vs the ‘one to many’ communication that marketers put into the market place.
“I think we’re messing things up right now. We are over relying on our CRM and on our marketing department and on all the content that we can put out to our buyers.” – Deb Calvert
Deb then shares the importance of separating yourself from the idea of being a ‘seller’ as buyers just don’t want to spend time with them.
However when you make the mindset shift and become a ‘leader’ you become infinitely more attractive to buyers as that suggests you have extra value, personally to give to them.
“Buyers don’t see value in time spend with sellers” – Deb Calvert
Questions are our most powerful tool but are often overlooked and under-trained within sales professionals.
The show is wrapped up with Deb describing the basics types of questions and then running through when and where they should be used within the sales process.
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Deb Calvert President and Founder Deb Calvert, Keynote Speaker, Top 50 Sales Influencer, UC Berkeley Instructor, and author of the DISCOVER Questions® bestselling book series, has worked as a sales productivity specialist and sales researcher since 2000.
Prior to founding PFPS in 2006, 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 positions. As President and Founder of People First Productivity Solutions, Deb helps companies to boost productivity through people development.
This work includes Sales Training, Team Effectiveness Consulting, and Leadership Program Design. Deb is a Certified Master of The Leadership Challenge® and a Certified Executive Coach. Additionally, Deb is a Certified Practitioner with the Myers Briggs Type Indicator (MBTI) and other assessment tools.
BOOK: DISCOVER Questions Get You Connected: for professional sellers
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