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What does this mean?Highlights
Quality
One question: are you completely satisfied with the quality of your questions ?
I've read a lot of books on selling, and this one is right up there with the best.
I’m always looking for great coaching ideas and this book is chocked full of great questions to raise the quality of a client conversation.
This book is going to put you in touch with the important questions [discover questions™, deb calls them] that are the key to m... Read More
Packaging/appearance
In today's competitive selling environment, where businesses are bombarded by salespeople who pitch products, successful salesp... Read More
Competitiveness
In fact, it’s the best way i know for differentiating yourself from the competition.
And more importantly to develop long term relationships with your customers.
These discover questions engage customers in the sales process and shorten the sales cycle.
We are a b2b seller and i'm having our sales people read and discuss at our monthly sales meetings.
For sales it is exemplary, enough that this will become my 2016 sales book of the year.
Overview
- How are reviewers describing this item?
great, better, new and good. - Our engine has profiled the reviewer patterns and has determined that there is minimal deception involved.
- Our engine has determined that the review content quality is high and informative.
- Our engine has discovered that over 90% high quality reviews are present.
- This product had a total of 99 reviews as of our last analysis date on Feb 24 2021.
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Most positive review
This was An Excellent book that gave me great insights and selling tips.
Helpful InsightsBETA
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Posted by a reviewer on Amazon
The way that the author describes the validity of asking questions in part 1, and wraps up the book with very applicable exercises in part 3, will make anyone a better question asker.
Posted by a reviewer on Amazon
Discover questions is truely an awsome book.
Posted by a reviewer on Amazon
Another favorite part of this book for me is the one showing how to link outcome (goal) questions to consequence (risks, impact) questions.
Posted by a reviewer on Amazon
There's a sales aspect to every job, whether you've been in sales for years or are just some graphic artist trying to earn a quick buck at an art fair (like me).
Posted by a reviewer on Amazon
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.
Posted by a reviewer on Amazon
She has developed discover questions that, when used properly, will help you better position your product, service or solution.
Posted by a reviewer on Amazon
Her examples depict real-life and can be used to help you develop your own sales conversations with prospects and customers.
Posted by a reviewer on Amazon
For all b2b salespeople, i am sure this book will help to understand why selling is not telling.
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