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How to Create Value in Sales w/ Deb Calvert [Episode 222]

Among the topics Deb and I discuss in this episode are how sales reps can create value in sales, 10 essential strategies for connecting with prospects and how to differentiate yourself through a memorable buying experience.

Joining me again on Accelerate! is Deb Calvert, the “Queen of Questions.” Deb is president of People First Productivity Solutions and has authored of a series of books titled, DISCOVER Questions Get You Connected: For Professional Sellers.


Is it easier to teach a technical non-salesperson to sell or to teach a salesperson how to re-understand how a product or service works?

By in large, for something really technical, I believe it’s easier to teach an open minded person how to sell.

If you could change something about your business self, what would it be?

It would be to delegate more work, more often, and to trust people who’re a lot smarter than me about specialty areas.

What’s one non-sales book every salesperson should read?

Decisive by Chip Heath and Dan Heath

Grit: Passion, Perseverance, and the Science of Success, by Angela Duckworth

What do you do for fun?

Read, hike and travel.