Make every sales call count and be the ONE seller buyers want to talk to! With DISCOVER Questions™ , you will be able to differentiate yourself from the pack, create value for your buyers and connect is ways you never knew were possible. The research (over 15 years of it with sellers like you!) and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions™ and the sales approach described in this book. One of "The Top 20 Sales Books of All Time" - HubSpot "Discover DISCOVER Questions® and you'll be amazed at how much fun selling can be!" - Tom Hopkins "Honestly, this book makes SPINSelling look like a primer." - Jill Konrath "Read this book twice and highlight it. Yoursales will flow!" - Jim Cathcart "A piece of work that should be digested in itsentirety - and then feasted on again and again." - Jonathan Farrington DISCOVER Questions ® Get You Connected - My Motivations & Objectives   It took analysis of over 10,000 sales calls, 25 years of research and observations, postulating and proving there are 8 discrete purposes for asking questions, and understanding how asking purposeful questions can make any seller the 1 seller buyers want to talk to... It took all that to make me realize I ought to write this book.   What compelled me to write and publish this book was the realization that thousands of sellers I'd trained had become all-out disciples of DISCOVER Questions® and were yearning for something more they could share with others. Their daily requests, shared success stories and improved results inspired me to think bigger about how I could use what I'd learned to reach a broader audience of sellers. My objectives were lofty. I wanted to give something back to the profession of selling because it has given so much to me. I'd like to ennoble and enable sellers so they will honor our profession and work to overcome long-standing stereotypes.I hope to help sellers create a foundation of effective sales skills and to help sales organizations build a platform that elevates any sales process. Most of all, I want to help sellers connect in meaningful ways with their buyers. DISCOVER Questions ® Get You Connected (for professional sellers) is written for any seller in any industry, B2B and B2C, inside or outside, so long as that seller believes in connecting with buyers in meaningful ways. The book is divided into three parts so it is accessible and relevant to sellers at every level of experience. Part I covers the essentials of how to build a firm foundation for connecting with buyers. It starts with chapters about building trust, understanding the buyer's perspective, recognizing and creating value, and the role of quality questions in advancing through any sales process.  Part II introduces and explains the eight purposes of asking questions. The acronym DISCOVER aptly describes the over-arching purpose to discover buyer needs and how a seller cansupport those needs. Each of the eight letters stands for a discrete type of question. Each chapter states the case for that type of question and offers examples. Part III (available in the paperback version only) is packed with skills application exercises, suitable for individual or group use.                      The narrative tone of the book is intentionally straight-forward, calling out less-than-honorable sales practices and offering real examples of sellers who missed out on making connections. For every error, I've included a contrasting example to show how using DISCOVER Questions® changed the sales outcomes.The stories, enhanced by buyer reactions to actual sales calls, make it easy for individual sellers to recognize their own missed opportunities and to self-correct.  The responses I'm hearing from sellers who read and use this book are very gratifying and lead me to believe I am achieving my objectives, one seller at a time.The awards, like being included on HubSpot's list of "The Top 20 Most Highly Rated Sales Books of All Time" are icing on the cake. Best of all, buyer research - my own and others' -- continues to affirm that buyers crave, appreciate, and respond positively to well-crafted, purposeful questions.  I hope you'll read, enjoy, and USE the eight types of questions to succeed in selling. I appreciate your feedback and encourage you to follow-up with me if you have any questions. - Deb Calvert This book is dedicated to my parents, Ronald and Josephine Tibbetts. They always said I'd write a book.But long before I could do that, they determined I would be a salesperson, not professionally but practically. When I was seven years old, Dad set me up in the cucumber business. We had a huge backyard garden and quite a surplus of cukes that summer. So he loaded up my little red wagon with cucumbers plus a few tomatoes and green peppers. He sent me out to sell our surplus produce