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Stop Selling Start Leading with Deb Calvert #84
Stop Selling Start Leading with Deb Calvert #84
In this episode we welcome back Deb Calvert, best selling author, keynote speaker and founder of People First Productivity Solutions. Deb has recently been working in both the sales and leadership domains. Through that work she’s noticed an increasing need for cross-over between the two. She’s also observed when sales professionals take a leadership position when working with prospects, they are far more successful. Deb and I chat about how sales professionals need to Stop Selling & Start Leading.
Key Ideas
* Stop selling
* Use questions that cause the buyer to pause and consider
* Be curious
* Look for organic moments to ask thoughtful and probing questions
* Don’t assume you know what they want
* Ask if anything has changed since you last spoke
* Demand generation of interest
* Differentiate through leadership – start leading
Dialogic Conversation
Dialogue that creates a euphoric response. Buyers appreciate a positive experience when purchasing. Most dread being “sold to”. It’s the sellers responsibility to elicit a euphoric response.
Deb Calvert Links
Website — www.peoplefirstps.com
Twitter — https://twitter.com/PeopleFirstPS
Facebook — https://www.facebook.com/PeopleFirstPS
LinkedIn — https://www.linkedin.com/in/debcalvertpeoplefirst
Episode 26
Listen to the past episode How Sellers Connect With Questions
Deb Calvert Bio
Deb Calvert, bestselling author and Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions
to build organizational strength by putting people first. Previously,Deb was a Senior Sales Training Director for a Fortune 500.
Deb has delighted audiences in a wide variety of industries as a keynote speaker and workshop facilitator. She writes the award-winning CONNECT2Sell and CONNECT2Lead blogs. Now she’s leading the movement to Stop Selling & Start Leading.
Books
DISCOVER Questions® Get You Connected for Professional Sellers — now available as an eBook on Amazon
DISCOVER Questions® Get You Connected for Media Sales Reps — eBook only, also on Amazon
Now a workshop based on the bestseller! Complete with customized participant workbooks. Call for information 408-779-PFP
Giveaway:
Like the PFPS Facebook page where you’ll get Deb‘s weekly CONNECT2Sell and CONNECT2Lead Blog posts + other content to help you continually build your selling skills. Post a message to letDeb know you heard her on this show & she’ll send you an excerpt from DISCOVER Questions® Get You Connected for Professional Sellers
Sales Training, Sales Coaching, Sales Consulting
Selling With Confidence is the online self-paced sales course that teaches you how to ….
* Be Yourself
* Add Value
* Make Sales
Go here and see how you can start selling with confidence today
View all episodes
By Pat Helmers
4.8
5757 ratings
Stop Selling Start Leading with Deb Calvert #84
In this episode we welcome back Deb Calvert, best selling author, keynote speaker and founder of People First Productivity Solutions. Deb has recently been working in both the sales and leadership domains. Through that work she’s noticed an increasing need for cross-over between the two. She’s also observed when sales professionals take a leadership position when working with prospects, they are far more successful. Deb and I chat about how sales professionals need to Stop Selling & Start Leading.
Key Ideas
* Stop selling
* Use questions that cause the buyer to pause and consider
* Be curious
* Look for organic moments to ask thoughtful and probing questions
* Don’t assume you know what they want
* Ask if anything has changed since you last spoke
* Demand generation of interest
* Differentiate through leadership – start leading
Dialogic Conversation
Dialogue that creates a euphoric response. Buyers appreciate a positive experience when purchasing. Most dread being “sold to”. It’s the sellers responsibility to elicit a euphoric response.
Deb Calvert Links
Website — www.peoplefirstps.com
Twitter — https://twitter.com/PeopleFirstPS
Facebook — https://www.facebook.com/PeopleFirstPS
LinkedIn — https://www.linkedin.com/in/debcalvertpeoplefirst
Episode 26
Listen to the past episode How Sellers Connect With Questions
Deb Calvert Bio
Deb Calvert, bestselling author and Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions
to build organizational strength by putting people first. Previously,Deb was a Senior Sales Training Director for a Fortune 500.
Deb has delighted audiences in a wide variety of industries as a keynote speaker and workshop facilitator. She writes the award-winning CONNECT2Sell and CONNECT2Lead blogs. Now she’s leading the movement to Stop Selling & Start Leading.
Books
DISCOVER Questions® Get You Connected for Professional Sellers — now available as an eBook on Amazon
DISCOVER Questions® Get You Connected for Media Sales Reps — eBook only, also on Amazon
Now a workshop based on the bestseller! Complete with customized participant workbooks. Call for information 408-779-PFP
Giveaway:
Like the PFPS Facebook page where you’ll get Deb‘s weekly CONNECT2Sell and CONNECT2Lead Blog posts + other content to help you continually build your selling skills. Post a message to letDeb know you heard her on this show & she’ll send you an excerpt from DISCOVER Questions® Get You Connected for Professional Sellers
Sales Training, Sales Coaching, Sales Consulting
Selling With Confidence is the online self-paced sales course that teaches you how to ….
* Be Yourself
* Add Value
* Make Sales
Go here and see how you can start selling with confidence today