In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don’t miss it!

Outline of This Episode

• [1:48] Who is Deb Calvert?
• [2:30] What is the DISCOVER Framework?
• [4:34] The DISCOVER Acronym
• [5:59] The importance of the “value” question
• [7:33] Why “Rationale” questions are key
• [10:48] The “Value” question in procurement
• [16:00] A deep-dive into rationale questions
• [20:07] How to manage the budget conversation
• [21:53] How to learn more about DISCOVER questions

Resources & People Mentioned

• The Sales Experts Channel
• Book: SPIN Selling
• Deb’s Book: DISCOVER Questions™ Get You Connected

Connect with Deb Calvert

• People First Productivity Solutions
• Connect on LinkedIn
• Follow on Twitter

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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