69: Good Discovery: Evolving from Qualifying Questions to a Dialogic Needs Assessment w Deb Calvert (People First)

<p>Doing a good job of discovery and listening are so important to buyers, yet so many sellers are struggling to get this right, especially in today's now digital and remote selling environment.</p> <p>In this interview with&nbsp;Deb Calvert, an Inductee in the Sales Hall of Fame, Keynote Speaker and Sales Effectiveness Consultant as President of People First Productivity Solutions, we discuss what makes for "good discovery", especially how it is more a dialogue person to person than a qualification or diagnostic.</p> <p>In her&nbsp;thoughtful answers, Deb outlines the five essential discovery elements, and exactly how to make sure your sellers get discovery right.</p> <p><a href="https://www.linkedin.com/in/debcalvertpeoplefirst/" target="_blank">https://www.linkedin.com/in/debcalvertpeoplefirst/</a></p> <p>#b2b #salesenablement #discovery #diagnosticassessment #dialogicassessment #needsassessment #Socratic #BANT #saleseffectiveness #salestransformation #valueselling #ChallengerSelling #digitalselling #remoteselling</p>