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 by creating a memorable buying experience.  

KEY TAKEAWAYS

 [3:44] What matters most in sales is a value that we don’t talk nearly enough about, and that is created value!

 [7:43] Deb shares examples and research on what it means to create value.

[15:19] Deb shares her 10 Essentials for connecting with buyers.

[17:46] As Queen of Questions, what are the questions that Deb asks to help surface the buyer’s top priority within their buying role?

[28:15] What are some telltale signs that you have created value that was unique and of real importance to the buyer?

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?

?For really technical product, 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

Grit: Passion, Perseverance, and the Science of Success by Angela Duckworth

What do you do for fun?

Read, hike and travel.

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