DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes
Author: Deb Calvert
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.
Do you have a leadership philosophy? You might need one if you plan to lead with consistency and credibility.
What is the appropriate boundary between being a boss and being a buddy? Use these seven tips to keep yourself on the right track.
Many mistakenly believe that being humble is a sign of weakness. We associate the word, “humility,” with other words that are unfair attachments to the true meaning of humility.
It was a great opportunity, double the salary I’d been earning and THE company everyone wanted to work for in 2006. I said “no” to the offer and started my own business instead. The offer, incredible as it was, didn’t fit the commitments I’d made in my personal life. Raising a special needs child, I’d
There are two leadership super powers no manager, influencer or high achiever can succeed without.
Sales-focused questions are one of four types of questions sellers should use with care during the needs-assessment phase of their sales process.
Paying attention. Being fully present. Actively listening. Staying in the moment. It matters a lot when you’re meeting with a buyer.
Sellers who have a strategic intent to meet buyer needs will ask questions to uncover those needs.