Episode 51: Asking the Right Questions - Deb Calvert

Predictable Prospecting's Podcast

Curiosity might have killed the cat, but it can save the sales rep! In this episode we’re joined by Deb Calvert, President of People First Productivity Solutions and an expert on asking the right questions to target buyers at the top of funnel. Deb explains her innovative DISCOVER method for asking questions, why you shouldn’t be afraid of negative feedback, and how to build trust and rapport over email communication.

Episode Highlights:

• How Deb Calvert began a career of questioning
• The D.I.S.C.O.V.E.R model of asking questions
• Asking questions that create value
• Scripts to follow
• Breaking down the acronym
• Leveraging questions with non-voice communications
• The data behind the movement
• Stop selling and start leading

Resources:

• DISCOVER Questions Get You Connected by Deb Calvert
• The Sales Experts Channel - BrightTALK
• People First Productivity Solutions
• Stop Selling and Start Leading

Want to chat with Deb? Email her at: [e-mail]

Quotes/Tweets:

“Questions are one of the fastest ways to build bonds and create trust and rapport with people” - Deb

“You have to try some things and not be afraid that questions will get negative reactions. They really don’t, not nearly as often as we think they will” - Deb