021: Deb Calvert: Turning Prospects Into Buyers By Asking Quality Questions

The “Queen of Questions” is now at our service. As a finalist for the 2013 Sales and Marketing Book of the Year, Deb Calvert shares her insight as to how the right questions will get you in the door and turn your female Prospects into Female Buyers. Deb founded People First Productivity Solutions to assist businesses and organizations to build connections through people development. She has taken her experience in Senior Level leadership roles in Operations and Human Resources for Fortune 500 companies and turned it into effective coaching strategies for small business and start-ups to survive and thrive in tough economic climates. In This Episode: – The difference between asking questions of men as opposed to women. – How to be the one seller that any buyer wants to talk to. – How to flex you question asking muscle. – 8 Reasons for asking questions. – How to start crafting and using quality questions. Brief Description: Deb describes how she became a tracker of questions. She tracked her own as well as the ones she heard others asking. Working across 31 markets tracking sales calls and how buyers reacted to questions, she noticed that reactions were more pronounced through women buyers. Deb’s coaching to her clients includes driving home the need for making a connection and how asking quality questions can make you stand out as a seller instead of giving “canned” presentations. She has noticed that initially people “push back” when told they need to learn to ask questions because they feel they have a lifetime of experience. Deb leadership training reinforces that asking questions is as natural as breathing, but there are times in your life that you need to focus on different methods of breathing or pay attention to how we breathe to get different results and asking questions is no different. Deb explains the significance of her DISCOVER acronym which will help us remember the 8 reasons for asking purposeful questions to yield the results we desire and how by going the distance it will give you better end results. Conclusion Deb’s coaching strategies are amazing! She will walk you through a discovery process that we seem to think should be common sense but requires thoughtful and deliberate action instead. She teaches you how to be the seller that will stand out and reach amazing results. Through her leadership she has learned to strike a balance between asking questions and interrogating a client and tells how you can do the same. If you want to be the cutting edge seller or the seller people will wait for, you won’t want to miss what Deb has to reveal! Tweets: Magic Word: It’s all about the “connection” Hidden Secret: Quality questions create value out of thin air! Leveraging a great relationship with women is just smart business DISCOVER is your “tower of power”