How to Connect with Buyers
and Advance Sales
For sales professionals who want to connect with buyers and differentiate themselves, DISCOVER Questions® reveals findings from buyer research on how to use questions to build trust, form strong bonds with buyers, and advance the sale more quickly. Unlike generic lists of questions or generalized theories about discovering buyer pain points, this book will help you become more purposeful in strategically using questions in the way buyers want.
Make every sales call count and be the one seller buyers WANT to talk to! With DISCOVER Questions®, you will be able to differentiate yourself from the pack, create value for your buyers and connect in ways you never knew were possible. The research and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions® and the sales approach described in this book.
Everybody’s talking about DISCOVER Questions® Get You Connected!
Now a popular sales training workshop based on 20+ years of research with buyers!
“With more demanding and more educated customers than ever before, simple “satisfaction” doesn’t build profitable businesses. Loyalty does. Every salesperson that wants to create that true, profitable loyalty with their customers should run out today and get a copy of DISCOVER Questions® Get You Connected which is filled with the secrets to finding, attaining and keeping those customers who will stay with you!”
Customer Loyalty expert, author of The Rules of Woo, and creator of the Courageous Leadership programs
“Questions are the answer to real success in the field of selling. Planning and practicing the questions you’ll ask buyers will make all the difference in the results you get. The real key to success is in asking the questions that will get you the answers you need in determining if and how to serve each client. Discover DISCOVER Questions® and you’ll be amazed at how much more fun selling can be.”
Author of How to Master the Art of Selling and Selling in Tough Times
“This is a book that needs not just to be read, but followed. Highly recommend.”
Sales Coach, Speaker and Author of over 50 best-selling books including The Ultimate Book of Sales Techniques
“This powerful, practical book, based on proven principles for sales success, shows you how to build high levels of trust and credibility from the first moment.”
Author, Unlimited Sales Success
“Questions matter a lot. And, as Deb Calvert’s research shows, top sellers use a broader range of questions to create new opportunities and build strong relationships. Honestly, this book makes SPIN Selling look like a primer.”
Author, Agile Selling
“If you’re looking to drive more sales revenue AND to do it in a way that makes you proud, be sure to read DISCOVER Questions® Get You Connected. The sales approach and techniques in this book will help you to genuinely connect with customers by asking strategic, thought-provoking and high-value questions. Deb Calvert shows you how to differentiate yourself by starting with an intent to understand your customer’s needs and then she walks you through all the steps you need to make good on your noble intention.”
Lisa Earle McLeod
Sales leadership expert and best-selling author of Selling with Noble Purpose
“In sales, trust is everything. Buyers want to feel connected to you and feel that you get them and their problems. In this new book Deb Calvert does a masterful job of delivering a framework to help you connect, build trust and discover what your customers really want.”
CEO of Sales Gravy and Author of People Buy You
“There are hundreds books about how to build trust, connect with customers, work through your sales process and be more effective in selling. One of the best I’ve come across is Deb Calvert’s DISCOVER Questions® Get You Connected. The examples from sales calls, the feedback from buyers, and the fascinating research drive home the importance of asking quality questions. Best of all, the methodology for asking eight types of questions will make every sales conversation you have more natural and more productive. This is a must-read for all sales professionals.”
“Retired” sales professional, entrepreneur, sales trainer & coach, and author of Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson
“In sales training, there are many schools of thought. Deb Calvert has created a masterpiece in the school of customer-oriented selling. She puts the spotlight where it belongs—right on the customer. She begins with a section on how to build trust. What better place to start with a customer? She then walks the reader through a journey of discovery of customer needs. The subtlety of her sales logic may escape the casual reader, but not the serious student of sales. Writing a book about questions begins with a simple premise: It must be about the buyer, not the seller. For anyone who wants to learn how to think as their customers think, I recommend reading this book. Your sales life will improve immediately. Congratulations, Deb. You have created a classic.”
The guy who wrote the book on Value-Added Selling
“Debra Calvert understands what it took me years to learn; you can have the best questioning model there is, but until you have emotional connection and trust, buyers will not want to answer your questions.”
Author, Solution Selling and What Great Salespeople Do
“Sales people are always looking for answers, we want information from our customers, we want to know what their problems are, what they think of us, and what it takes to win. But the quality of the answers we get is absolutely dependent on the quality of the questions we ask. Our ability to ask the right questions, in the right way, to the right people at the right time can make the difference between winning and losing. Deb Calvert’s book, DISCOVER Questions® Get You Connected , is a thoughtful guide to helping sales people get the answers they need and want. Deb takes a deep dive into the different kinds of questions we might ask, what information they elicit, how and when to ask which type of question. The book is a great guide to all sales professionals and should be a desktop reference to anyone who seeks to excel in professional sales.”
CEO, Partners In EXCELLENCE.
“It’s one thing to know the right questions and it’s quite another to know why to ask them. In DISCOVER Questions®, Deb Calvert shows you why and how to become a Question Detective by knowing what to be curious about. And if you are wondering about the right things then the right questions will flow… naturally. Read this book twice and highlight it. Your sales will flow!”
Author of the international bestseller Relationship Selling
“One of my favorite sales quotes is…Prescription before diagnosis is malpractice. DISCOVER Questions® Get You Connected will help you understand how to diagnose customer needs by using questions to improve your communication, what types of questions to use and when to use them, and the strategies and techniques of artful questioning. Being able to ask the right question at the right time is THE critical piece of the sales process. Questions are the heart of successful sales communication.”
Dr. Tony Alessandra
Author of The Platinum Rule for Sales Mastery and People Smart in Business: Using the Disc Behavioral Styles Model to Turn Every Business Encounter Into a Mutual Win
“There’s just no doubt about it: If you master questioning and listening skills and authentically connect with your customers, you will serve them better and outsell the competition at the same time! Deb Calvert’s book gets at the heart of asking the questions that make the greatest difference.”
“The Sales Hunter,” sales speaker and consultant and author of High-Profit Selling: Win the Sale Without Compromising on Price
“Too often, salespeople and sales organizations chase the latest and greatest shiny object in search of better sales results. The fundamentals are often abandoned, and we seem to have irrevocably lost some of them for what may have been forever. Enter Deb Calvert and DISCOVER Questions®! When is comes to influencing buying decisions, a good and well placed question is a more powerful tool than any single statement you might make. Read Deb’s book. Take time to develop the questions that will allow you to create value for your clients – and win their business!”
Author, Speaker, Entrepreneur, www.thesalesblog.com
“This really is a masterful first book from Deb Calvert: She demonstrates a remarkable understanding of just what it takes to first penetrate the thought process of today’s buyer, and to then go on to build a bridge to mutual profitability. The very best sales professionals have an unquenchable thirst for knowledge, which can only be quenched by asking questions, but they ask the right questions at the right time. Those clinging to the outdated information gathering models such as BANT, are being left behind, as Debra amply demonstrates. A piece of work that should be digested in its entirety – and then feasted on again and again.”
CEO of Top Sales World and Senior Partner of Jonathan Farrington & Associates
“There are many books on sales and selling. Deb Calvert in Discover Questions® Get You Connected has taken the Socratic sales approach to that next level because she has integrated the 21st century demand for connectivity through feeling, thinking and doing. This is a truly simple and yet powerful read.”
Author, Be the Red Jacket in a Sea of Gray Suits, The Keys to Unlocking Sales Success
“It was my delight to read Deb Calvert’s book, Discover Questions® Get You Connected. Deb demonstrates through questioning, a sales representative is able to develop a trustworthy relationship with their potential client. Your added value is the provided knowledge on how to phrase your questions for improved outcomes. These questions dismiss the age old stereotype questions and instead teach how to gain insight on the client’s problems and how to help resolve them. In essence, you will read how to best strengthen the relationship and develop trust to enjoy a thriving clientele. This book is a must read for anyone new to sales and provides excellent reminders for those established in their sales career.”
Author and Inspirational Keynote Speaker
“During the past few years, a negative trend has developed: less effort is being expended by sellers in really understanding their customers as buyers and as people. We all know that selling isn’t just telling, but somehow we’ve strayed from the path. This powerful book serves up a blueprint that gets us back on track—where highly effective and proven discovery skills make the difference between winning and losing. Follow Deb’s advice and see your selling behaviors change, resulting in deeper and more mutually beneficial relationships with your customers.”
CEO and Founder ES Research Group, Inc.
“Pressured to make quota now, too many sellers try and cut corners in the sales process. Deb Calvert’s message is a reminder that success in selling always begins with creating relationships built on trust. You earn that trust by caring about what is important to the buyer and by asking the right questions. In DISCOVER Questions® Get You Connected, anyone who sells will benefit from the practical advice shared that is supported with exercises and role plays to help you hone your questioning craft.”
Co-Author of The New Handshake: Sales Meets Social Media