Listen To Episode #402: Discover the method for generating more sales and generate explosive profits in the next 30-days with Deb Calvert, the sales expert HubSpot rated as one of the top 20 in the world and bestselling author of "Discover Questions Get You Connected: For Professional Sellers".
Whether you're a dedicated sales professional, consultant or professional services provider, Deb Calvert's "Discover Questions" framework will help you convert more prospects into paying clients and make sales easily and consistently.
Today’s episode is about SALES. It’s about helping you build essential skills so you can convert more prospects into paying clients.
It’s also about showing you how to effortlessly make connections with prospects and clients. A fundamental skill that most of have overlooked or completely ignored.
If you’re like me, you realize that in the NEW Covid Economy buyers are empowered because they:
- Firstly; have more options
- Secondly; have more access
- Thirdly; comparison shopping has never been easier (or more convenient) and …
- Lastly; online reviews provide an instant snapshot of your business.
In the NEW Covid Economy you have to work harder to demonstrate your competitive differentiation, and you’ve got to work smarter by adding genuine value for your buyers.
And one of the demands buyers are making more frequently is they want to work with professionals they can connect with on an intimate level based on absolute trust.
This means buyers want to work with individuals who are knowledgeable about their own products, and knowledgeable about their needs and the competitive environment in which they operate. This is a daunting challenge and to be successful, you absolutely must make a different kind of connection with your prospects and clients.
Everybody knows that to “Genuinely connect with your clients” requires that you go beyond a superficial selling relationship.
Unfortunately … too many of us may know that (as an example) if our client enjoys baseball, and he might actually enjoy a casual exchange about his favorite team before you move into the sales conversation.
But let’s be clear: This superficial banter is no longer enough to create (or solidify) a connection strong enough to generate a sale for you (or more importantly) … create lasting relationships with buyers.
And as many of us have discovered, hard selling tactics (otherwise known as “pitching”) products and services is no longer effective. Gone are the days when you could make a generic presentation, overcome a few objections and then to push for a close.
Buyers aren’t responding to this approach, and they never will again.
Calvert reveals how to improve your selling process, make more sales, and generate explosive profits in the next 30-days.
Deb Calvert, president of People First Productivity Solutions, works with companies to build organizational strength by putting people first. Her work in sales training, leadership development and team effectiveness is research-based and people-focused.
Calvert leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.”
During today’s conversation, Calvert is going to help you fill in the gaps and teach you how to make the connections you need with prospects and clients. In order to truly connect with buyers, you need to know how to ask strategic questions that are respectful, time-efficient, relevant, stimulating, value-adding and collaborative … and by the end of today’s conversation … you’ll be the one buyers WANT to talk to.