Interview with Deb Calvert, Author of DISCOVER Questions Get You Connected
To develop good communication skills, we must learn to ask questions. Not just any questions but questions that will be impactful to a positive result and allows the other person to feel heard.
There are three basic types of communicators.
- One who never ask questions but only talks to be heard.
- One who will ask questions but never listen to the answer.
- One who will ask great questions and listen attentively to the answers.
This may be an over simplification but I bet you thought of someone you know in one of those examples.
I had the pleasure of interviewing Debra Calvert, author of DISCOVER Questions Get You Connected that was nominated as a finalist for Top Sales & Marketing Book of 2013.
Deb has been in sales for twenty-five plus years including corporate director of sales training for a Fortune 500 Company. In preparation for this book, she logged an exhaustive amount of research during ten thousand sales calls in several different industries and situations.
When Debra interviewed the customers of these salespeople, the first two words mentioned were connected and trust. This confirmed to Debra that asking the right questions would lead to the desired outcome.
The word DISCOVER in her title is in all caps because it is an acronym with each letter leading you through eight distinctive purposes of asking a question.
All of us know how to ask questions. However, you can take your success to the next level if you learn to ask the right questions AND listen to the answers.
Click here or the audio player at the top of the page to listen to my entire twenty-five minute interview with Debra.
Have a great week!
Pierce
Click here to buy this book. To contact Debra and get an autographed copy of the book, go to PeopleFirstPS.
