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DISCOVER Questions™ Get You Connected: for Professional Sellers (English Edition) Format Kindle
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The book has three major sections
How questions help us get better connected.
The types of questions to use
The author puts the questions in eight groups that you can remember using the word DISCOVER:
She works hard to put the materials into context with good examples of situations that any salesperson will recognize.
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.
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