April 3rd 2017
Discover Questions Get You Connected. Deb Calvert. 2016. Written for sales professionals it takes little effort to apply this to anywhere you need to ask questions. For sales it is exemplary, enough that this will become my 2016 Sales book of the year. The author makes a great case for asking the right question early enough so the seller can communicate value.
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:
- Data questions
- Issue questions
- Solution questions
- Consequence questions
- Outcome questions
- Value questions
- Example questions
- Rationale questions
She works hard to put the materials into context with good examples of situations that any salesperson will recognize.
The book for all sales reps and managers to have right on their desk to read and reread and apply every day.
- Smart Selling on the Phone and Online. Inside sales that gets results. Josiane Chriqui Feigon.
- What Great Salespeople Do. The science of selling through emotional connection and the power of story. Michael Bosworth & Ben Zoldan
- Is price raised at the beginning of your sales process? Pricing panel Part 6.
- Changing the Sales Conversation. Connect Collaborate Close. Linda Richardson.
- The Challenger Sale. Taking control of the customer conversation. Matthew Dickson & Brent Adamson.