DISCOVER Questions Get You Connected: for professional sellers

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.

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, until I read this book! I found Discover Questions to be the preeminent blueprint for learning how to ask the "right" questions, the "right" way for the "right" reasons. Deb doesn’t just provide you the basics to good questioning strategies, she breaks it down and defines every element of building trust, creating relevance, adding value and connecting with customers through the power of questioning and active listening. She begins with the 12 Dimensions of Trust, the foundation to strong customer relationships. She covers the customer’s buying process and how to align your discovery approach with the customer’s key motivations. She introduces you to the eight types of questions, which are based on years of research and experience that drive sales success. In the process she tells you "why" each is important, gives examples and essentially models the way DISCOVER Questions help you build your sales success. Whether you have been selling for two years or 20 years, this book is required reading.

Deb Calvert has put together a simple and effective framework for differentiating yourself as a seller and delivering value to your clients and prospects.The DISCOVER question framework helps salespeople prepare for and execute the sales process with intention without manipulation or tired sales tactics. Your customers and prospects will thank you for reading this book.

Deb Calvert's book, DISCOVER Questions Get Your Connected, is a welcome addition to any sales library. She deftly demonstrates how to integrate the necessary sales skills and sales processes that are the required elements of any successful selling strategy. Her DISCOVER question set is an extremely useful tool to help sellers more tightly align their selling process with their prospects' buying processes and to ensure that each step of a sales process produces value for the prospect that moves them closer to making a purchase decision.For me, a good sales book is one that successfully serves two audiences. First, it provides a great learning experience for sales professionals in the earlier stages of their professional development and second, it provides new insights on selling to more experienced sales managers and sales people. Deb's book admirably succeeds on both fronts.

In reading DISCOVER Questions I was reminded of (and learned a few new things) about the art of asking questions. Not only do the questions show the buyer your expertise, they help you move the sale along more quickly.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.

Deb Calvert has done a masterful job of creating a resource for sellers of all levels. The ability to ask good questions and pursue answers is often the difference between a good and a great seller and most certainly the difference between winning and losing a sale. For those of us who sell complex solutions that combine consulting and technology, it's important to probe and uncover a customer's concerns. DISCOVER is a great tool for all of us.

It's taking you step by step how to craft your questions and add more value to your buyer

A Must for the professional sales person. B2B Sales is in a constant state of flux and it is now more important than ever to truly learn about your customer and know how to get them to open up and trust you with being their problem solver. The Sales Guru Deb Calvert has created a questioning model like no other for finding ways to get deep into your customers real concerns and get them to even talk about issues they themselves may have not considered yet.By learning about and following the methods that Deb has laid out for asking questions you will get a deeper understanding of your customer current state and the state they want to be in. Be the person that asks questions that others don't. This is easy to follow and implement. This is one of those sales Book that you can go back and reference time and time again.Data questionsIssue questionsSolution questionsConsequence questionsOutcome questionsValue questionsExample questionsRationale questions

Once in a while you come across a sales book that is actually a breakthrough. So many of them are the same old, same old. If you are in Sales, you ask questions right? Your ability to ask good questions will have a direct relationship to how many deals you win and how successful you are. This book provides a programmatic approach to question asking. If you have been on any sales training you will have been told to ask open questions, such as why, what, where, how etc. To be honest, that's all a bit old school. This book takes you through how to ask data, issue, solution, consequence, outcome, value, example and rationale questions. This book should be read by all salespeople or all sales managers should buy this book for their sales people.

I highly recommend this book for anyone who wants to improve his communication skills. Deb teaches how to formulate a question without sounding like a interview, but instead like a natural conversation.

Fantastic to find a book that's all about selling in an ethical way and in the age of the modern buyer. So many salespeople are either scared of asking questions or just get it completely wrong; however, this book is an A-Z of how to be consultative as a way to differentiate from your competitors. The sections are easy to follow with practical exercises to get this working in your business. I love the list of words and command statements that make it much easier to craft closed-ended and open-ended questions to get the right response at each stage of the sales process. We operate in the niche industry of motorsport and automotive, this book will help improve our sales performance and is now firmly part of our sales team onboarding and training.