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Stop Selling Start Leading with Deb Calvert #84

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Deb CalvertStop 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

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

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