Deb Calvert is known for her unique sales training approach that has helped thousands of sales teams reach peak performance and accelerate sales. She stands out as a sales coach by putting people first. In this episode, you’ll learn how to identify a real objection with ‘the test’ and how to specifically overcome price objections. Deb explains how certain selling behaviours might harm your performance and how you can start behaving like a leader today to win more deals!
Deb has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author.
Deb’s newest book is Stop Selling & Start Leading. Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot. Deb is the founder of The Sales Experts Channel, where you can find career advice and free education, and of the movement to Stop Selling & Start Leading®.
Here are some of the topics covered in this episode:
- How to buy time, evaluate real objections and determine the best way to move forward
- Tips and tricks to overcome pricing objections
- How to Stop Selling & Start Leading® - Key takeaways from Deb’s book
- Seller behaviors - how they affect the sale and your relationship with the customer
- The best way to start a conversation with new leads
About the Guest: Deb Calvert is President and Founder of People First Productivity Solutions, a consulting and training firm that specializes in sales training, leadership development and team effectiveness.
Prior to founding People First, Deb was a corporate training director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales and sales management positions.
Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. She has been training sales trainers and teams for more than 15 years, helping them boost their sales productivity and revenue through people development.
Sales Experts Channel: http://www.thesalesexpertschannel.com/