Author Archives | Debra Calvert

About Debra Calvert

Deb Calvert, “DISCOVER Questions® Get You Connected” author and Top 50 Sales Influencer, is President of People First Productivity Solutions, a UC Berkeley instructor, and a former Sales/Training Director of a Fortune 500 media company. She speaks and writes about the Stop Selling & Start Leading movement and offers sales training, coaching and consulting as well as leadership development programs. She is certified as an executive and sales coach by the ICF and is a Certified Master of The Leadership Challenge®. Deb has worked in every sector to build leadership capacity, team effectiveness and sales productivity with a “people first” approach.

Conversation is Not A Competitive Sport

Thu Oct 19, 2017

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The past few months I’ve been engaged in an ongoing dispute over something very important. In this protracted negotiation, one of the things that bothers me most is that the other party seems to think that conversation is a competitive sport. The very same thing happens all too often in sales.

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Asking Better Questions Starts with Clarifying Your Own Intent

Thu Sep 21, 2017

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questions

The questions you’re asking buyers may be good. But you can ask better questions simply by thinking through the purpose of each and every question you ask.

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Negotiate Smoothly by Understanding Conflict Styles Part 2: Competing and Avoiding Styles

Thu Aug 31, 2017

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negotiate

Using a Competing style can be extremely effective when the other party opens with their own Competing style. You may need to go toe-to-toe with buyers who are Competing so as not to lose ground or respect.

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Negotiate Smoothly by Understanding Conflict Styles

Thu Aug 24, 2017

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negotiate

In sales, ever meet someone who seems to have a natural finesse for smoothing out the rough edges in a sales negotiation and an ability to defuse tension in any conflict situation?

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The Selling Skills Your Buyers Really Want to See

Thu Aug 3, 2017

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skills

Selling-skills training and books typically focus on accomplishing the sales goal: how to open the sale, close the sale, overcome the objection. It’s sales-focused. But what about the skills that buyers would like to see sellers exhibiting?

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Are Sellers Manipulative?

Thu Jul 6, 2017

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manipulative

Manipulative sellers start and end with their own needs, only bringing the needs of the buyer into the conversation if it will suit their own needs. Without that genuine intent to solve a buyer problem, they usually don’t.

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Why Closed-Ended Questions Stymie Your Sales

Thu Jun 29, 2017

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skills

Not all closed-ended questions are bad. In fact, some serve an important purpose. Some, but not all.

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How Getting Clarity on Your Sales Philosophy Will Boost Your Sales

Thu Jun 1, 2017

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skills

A PSP is a simple and abiding set of beliefs about how you sell. With it, you’ll solidify your core values and determine which actions best represent those values. You’ll have congruence that will make you proud of who you are and what you do.

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Overcoming Sales Objections Is Easier than You Think

Thu Apr 20, 2017

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skills

We dread them. We dodge them. We deny, debate and discourage them. What would happen if, instead, we genuinely appreciated our buyers’ objections?

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