How to Create Value in Sales. With Deb Calvert. #222
Joining me again on Accelerate! is Deb Calvert, the “Queen of Questions.” Deb is president of People First Productivity Solutions and has authored of a series of books titled, DISCOVER Questions Get You Connected: For Professional Sellers. Among the topics Deb and I discuss in this episode are how sales reps can create value in sales, 10 essential strategies for connecting with prospects and how to differentiate yourself through a memorable buying experience.
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More about Deb Calvert
Is it easier to teach a technical non-salesperson to sell or to teach a salesperson how to re-understand how a product or service works?
By in large, for something really technical, I believe it’s easier to teach an open minded person how to sell.
If you could change something about your business self, what would it be?
It would be to delegate more work, more often, and to trust people who’re a lot smarter than me about specialty areas.
What’s one non-sales book every salesperson should read?
Decisive by Chip Heath and Dan Heath
What do you do for fun?
Read, hike and travel.
Contact Deb Calvert
Amazon: DISCOVER Questions
Social Media Handle: @peoplefirstps
Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.
Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.
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Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)