{"id":9014,"date":"2017-04-03T07:10:19","date_gmt":"2017-04-03T15:10:19","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=9014"},"modified":"2017-04-03T07:10:19","modified_gmt":"2017-04-03T15:10:19","slug":"discover-questions-get-you-connected-deb-calvert","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2017\/04\/03\/discover-questions-get-you-connected-deb-calvert\/","title":{"rendered":"Discover Questions Get You Connected. Deb Calvert"},"content":{"rendered":"<p><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/en.wikipedia.org\/wiki\/File:Circle-no-questions.svg');\"  href=\"http:\/\/en.wikipedia.org\/wiki\/File:Circle-no-questions.svg\" target=\"_blank\"><img loading=\"lazy\" decoding=\"async\" class=\"zemanta-img-inserted zemanta-img-configured\" title=\"Circle-no-questions\" alt=\"Circle-no-questions\" src=\"\/\/upload.wikimedia.org\/wikipedia\/en\/thumb\/2\/26\/Circle-no-questions.svg\/75px-Circle-no-questions.svg.png\" width=\"75\" height=\"75\" \/><\/a><\/p>\n<p>Discover Questions Get You Connected. Deb Calvert. 2016. \u00a0 Written for sales professionals it takes little effort to apply this to anywhere you need to ask questions. \u00a0 For sales it is exemplary, enough that this will become my 2016 Sales book of the year. \u00a0The author makes a great case for \u00a0asking the right question early enough so the seller can communicate value.<\/p>\n<p>The book has three major sections<\/p>\n<ul>\n<li>How questions help us get better connected.<\/li>\n<li>The types of questions to use<\/li>\n<li>Practice<\/li>\n<\/ul>\n<p>The author puts the questions in eight groups that you can remember using the word DISCOVER:<\/p>\n<ul>\n<li>Data questions<\/li>\n<li>Issue questions<\/li>\n<li>Solution questions<\/li>\n<li>Consequence questions<\/li>\n<li>Outcome questions<\/li>\n<li>Value questions<\/li>\n<li>Example questions<\/li>\n<li>Rationale questions<\/li>\n<\/ul>\n<p>She works hard to put the materials into context with good examples of situations that any salesperson will recognize.<\/p>\n<p>The book for all sales reps and managers to have right on their \u00a0desk to read and reread and apply every day.<\/p>\n<h6 class=\"zemanta-related-title\" style=\"font-size: 1em;\">Related articles<\/h6>\n<ul class=\"zemanta-article-ul zemanta-article-ul-image\" style=\"margin: 0; padding: 0; overflow: hidden;\">\n<li class=\"zemanta-article-ul-li-image zemanta-article-ul-li\" style=\"padding: 0; background: none; list-style: none; display: block; float: left; vertical-align: top; text-align: left; width: 84px; font-size: 11px; margin: 2px 10px 10px 2px;\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.business2community.com\/sales-management\/sales-soul-searching-can-make-effective-sales-professional-01706007');\" style=\"box-shadow: 0px 0px 4px #999; padding: 2px; display: block; border-radius: 2px; text-decoration: none;\"  href=\"http:\/\/www.business2community.com\/sales-management\/sales-soul-searching-can-make-effective-sales-professional-01706007\" target=\"_blank\"><img decoding=\"async\" style=\"padding: 0; margin: 0; border: 0; display: block; width: 80px; max-width: 100%;\" alt=\"\" src=\"\/\/i.zemanta.com\/376019245_80_80.jpg\" \/><\/a><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.business2community.com\/sales-management\/sales-soul-searching-can-make-effective-sales-professional-01706007');\" style=\"display: block; overflow: hidden; text-decoration: none; line-height: 12pt; height: 83px; padding: 5px 2px 0 2px; background-image: none;\"  href=\"http:\/\/www.business2community.com\/sales-management\/sales-soul-searching-can-make-effective-sales-professional-01706007\" target=\"_blank\">How Sales Soul Searching Can Make You a More Effective Sales Professional<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p> 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.<\/p>\n<p>The book has three major sections<\/p>\n<p>How questions help us get better connected.<br \/>\nThe types of questions to use<br \/>\nPractice<br \/>\nThe author puts the questions in eight groups that you can remember using the word DISCOVER:<\/p>\n<p>Data questions<br \/>\nIssue questions<br \/>\nSolution questions<br \/>\nConsequence questions<br \/>\nOutcome questions<br \/>\nValue questions<br \/>\nExample questions<br \/>\nRationale questions<br \/>\nShe works hard to put the materials into context with good examples of situations that any salesperson will recognize.<\/p>\n<p>The book for all sales reps and managers to have right on their  desk to read and reread and apply every day.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12,4,19,18],"tags":[2761,2773,2772,2636],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/9014"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=9014"}],"version-history":[{"count":2,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/9014\/revisions"}],"predecessor-version":[{"id":9185,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/9014\/revisions\/9185"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=9014"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=9014"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=9014"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}