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Deb Calvert, author of the DISCOVER Questions™ book series, founded People First Productivity Solutions in 2006 to help businesses build organizational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching and consulting; leadership program design and facilitation; strategic planning with senior managers; team effectiveness work and executive coaching. Deb has worked in, trained for and been featured as a keynote speaker in a wide variety of industries, and she has particular expertise in the produce/agriculture and media industries.
Deb has worked with private and public companies of all sizes and has helped family-owned businesses and start ups survive and thrive in a tough economic climate. Prior to starting her own company, Deb worked in senior-level Sales, Operations and Human Resources roles for a Fortune 500 company. Her unique mix of experience enables her to understand the challenges faced by entrepreneurs.
Due to her extensive research on how asking purposeful questions improves interpersonal and professional connections, Deb has been called “The Queen of Questions.”
Deb is also the author of DISCOVER Questions™ - Get You Connected: for Professional Sellers which is a finalist for Top Sales & Marketing Book of 2013, one of the Top 50 Summer Reads, and a best-selling book that's been hailed as "a new classic for every sales professional."
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Being in business means you have to sell. Without sales, you have no income, no customers, no business.
When you think of sales, what image comes to mind? For many, it's the greasy, car salesman looking to wheel and deal them into an overpriced car. In order to move past that image, you have to learn what your customer want.
How do you get them to buy from you? The answer is as simple as asking a question.
Deb Calvert is known as, "The Queen of Questions". She's going to teach us how the asking the right question can in fact increase your bottom line.
Do you feel overwhelmed by all the items that need your attention? Do you have a pile of work and a mile-long to-do list and just don’t know where to start? Are you so busy taking care of small tasks that the important work doesn’t get done and you lose sight of your goals?
There's no doubt about it: sellers are busy people! But we've brought in time strategist Lisa Crilley Mallis to help you get it done, every day. In this interview with your host and sales coach Deb Calvert, you'll learn how to accomplish your #1 most important task each and every day. You can prioritize the important over the urgent and accomplish your goals.
To get your toughest selling questions answered, send an email to email@example.com before the show. Call in live, or send Deb a chat message, during the broadcast to get your question answered on air! And don't forget to download this show and others from the CONNECT! Online Radio archive for on-the-go training.
Habits are what separates the wheat from the chaff in business, and everyone wants to know what habits get you to the top. The same is true in sales - the right habits are what enables salespeople, small business owners, entrepreneurs and more to cut out continuances, put an end to pending and stop stalling out. Join us for an interview with trainer and author Butch Bellah as we discuss his book "The 10 Essential Habits of Sales Superstars: Plugging into The Power of Ten."
In this engaging dicussion with Butch and show host Deb Calvert, they'll go into the details on a few of these habits, and how selling professionals can develop good solid habits on which to build and grow their business.
If you have a question for Butch or Deb, get in touch before the broadcast via email at deb.calvert@peoplefirstps, call in live during the broadcast, or use the show's chat feature to send your questions in. And don't forget to download the show from iTunes after the broadcast to listen during your commute or over lunch!
What happens when the culture at your workplace begins to change? Whether it's a shift in a sales process, or an entirely new incorporation of a sales culture, adapting to that change can leave professionals feeling unsure of themselves and their company.
Join us for this interview with Mike Patterson, the Sales Coach. Mike will tell listeners the story of Sally, an employee at a bank who has a hard time adapting to the new sales culture being introduced at her workplace. He will use this story to illustrate the importance of sales through service, building relationships and uncovering needs - and how sellers can use times of transition to forge stronger bonds with their customers and clients.
If you have a question for Mike or Deb, get in touch before the broadcast via email at deb.calvert@peoplefirstps, call in live during the broadcast, or use the show's chat feature to send your questions in. And don't forget to download the show from iTunes after the broadcast to listen during your commute or over lunch!
Too many sales organizations are very good at a game no longer being played. They have perfected the ability to consistently hit the target, but the target has changed. The Internet has essentially marginalized and neutralized their traditional value proposition.
In this interview with Rick Farrell, president of Tangent KNowledge Systems, learn how to differentiate yourself, create brand equity, and truly understand if your customer has a motivating reason to buy.
CONNECT! Online Radio for Professional Sellers strives to bring you guests each week with the expertise to help you cut out continuances, put an end to pending, and stop stalling out. To have your questions answered live on air, contact show host Deb Calvert before the broadcast via email at firstname.lastname@example.org. You can also call in live with questions, or use the broadcast's chat feature. After the show, download this and all our past episodes on iTunes at Connect1.
How to sell better without screwing your customers, your colleagues or yourself
The ABCs is something that has been sales common knowledge for a long time - "always be closing" is, depending on the expert you ask, either time-tested truth or an outdated idealogoy that doesn't work anymore. But author Tim Hurson is here to turn that on it's ear and command sellers to do just the opposite - never be closing.
In this interview, conducted by your sales coach and host Deb Calvert, you'll hear about Tim's new book, Never Be Closing. Tim will share advice from advanced and accidental sales people on a new, structured approach to selling, based on solving problems and building relationships.
CONNECT! Online Radio for Selling Proessionals is where you can cut out continuances, put an end to pending and stop stalling out. To have Tim and Deb answer your questions live on air, send an email before the broadcast to email@example.com, call in live during the show, or use the show's chat feature to submit questions. And, after the show is over, don't forget to download this show and the other shows in our archive from iTunes for on-the-go listening!
Service is one of the most important elements of sales, and a crucial element to get connected with your buyers.
Join us for an authors' round table with Vicki Halsey and Kathy Cuff, two of the co-authors of "Legendary Service," a new book put out by the Ken Blanchard team! Vicki and Kathy will discuss with show host Deb Calvert why service is so important, what the key to excellent service is, how to empower your teams with service, and how to serve both internal and external customers.
CONNECT! Online Radio for Selling Professionals features the world's foremost authorities on selling every week. Tune in to master the art of selling so you can cut out continuances, put an end to pending and stop stalling out. This show was pre-recorded.
You got past the gatekeeper, talked to the mid-level managers, and now it's time for the final hurdle: the C-Suite. But how do you get in? It's more than just a one-and-done event. You have to tap into your windows of opportunity and cultivate a relationship with executives, engaging them in a way that gets them to open that door for you.
Join us for an interview with Lisa Magnuson, founder of Top Line Sales, LLC and author of "The Simple Executive Engagement Plan," as she shares her insights and tools for unlocking the executive door. Listeners will learn from her expertise as a coach and strategist why executive cultivation is a process, how Win Themes™ can change the sales conversation, and how a strategic mindset will yield bigger results.
To get your toughest selling challenges answered live on air, send your questions to firstname.lastname@example.org before the show. You can also call in live during the broadcast, or use the show's chat feature. And don't forget to download this show and the rest of the CONNECT! Online Radio archive for on-the-go training!
Sales isn't about numbers. It's about human beings.
That's why CONNECT! Online Radio for Selling Professionals brings the greatest minds in the sales industry to listeners each week. Guests join show host Deb Calvert every Saturday to talk about improving connections between sellers and their buyers.
In this broadcast, sales trainer and hyptonist Peter McLaughlin, author of "Becoming the Customer," will bring his expertise in sales psychology to listeners. McLaughlin will cover the basics of body language, sellng on emotion instead of logic, appealing to the subconscious and NLP. Listeners will learn the secrets of rapport-building and how to use eye-accessing cues to connect quickly with buyers.
Tune is weekly to CONNECT! to cut out continuances, put an end to pending and stop stalling out in sales.
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