{"id":3294,"date":"2021-04-26T04:30:03","date_gmt":"2021-04-26T09:30:03","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=3294"},"modified":"2021-04-25T22:32:39","modified_gmt":"2021-04-26T03:32:39","slug":"sales-tip-828-qualification-isnt-discovery-deb-calvert","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/","title":{"rendered":"Sales Tip 828: Qualification Isn’t Discovery – Deb Calvert"},"content":{"rendered":"

\"Deb“It’s important to differentiate right at the beginning because what’s the point of qualifying someone if you’re not also simultaneously getting them interested in doing business with you.” – Deb Calvert in today’s Tip 828<\/p>\n

How do you discover and qualify a buyer?<\/strong><\/p>\n

Join the conversation below<\/a> and learn more about Deb!<\/p>\n

Deb Calvert on LinkedIn<\/a>
\nPeople First Productivity Solutions<\/a>
\nDISCOVER Questions Get Your Connected<\/a>
\nThe Sales Experts Channel<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Deb Calvert. Deb wrote DISCOVER Questions\u00ae and Stop Selling & Start Leading, founded The Sales Experts Channel and People First Productivity Solutions, and is a certified sales\/executive coach. She\u2019s one of the “65 Most Influential Women in Business,” a Top 30 Sales Guru, and inductee into The Sales Hall of Fame.\u00a0Here she is:<\/p>\n

Deb Calvert: In the buyer’s mind not all questions are created equally. You might have a certain set of questions that you need to ask in order to qualify or properly position the buyer with the right people on your team. But those questions they’re not engaging for the buyer. They’re very low value and they have limited tolerance for qualification questions. Better, much better. According to buyers are discovery questions, really good quality open-ended questions that help you discover something about the buyer, but also help them to pause, reflect, think, and discover something for themselves too. Discovery questions build bonds of trust, qualifying questions, simply don’t. Discovery questions enrich the relationship and give you much more context and deeper level of understanding of the buyer situation. Qualifying questions simply don’t.<\/p>\n

Now I’m not saying that you should never ask qualifying questions. Of course, you have some need to do that, but why not mix them up? Why not sprinkle in a few really good discovery questions that make the buyer think that engage them and get them excited and interested to do business with you even as you’re qualifying, it won’t take that much time. In fact, in the long run, it will probably save you a great deal of time and it will help you to overcome some of those icky, stereotypical thoughts that buyers have about sellers. It’s important to differentiate right at the beginning because what’s the point of qualifying someone if you’re not also simultaneously getting them interested in doing business with you.<\/p>\n

Scott Ingram: For links to connect with Deb, People First Productivity Solutions<\/a>, The Sales Experts Channel<\/a> and to get a copy of her bestseller, DISCOVER Questions Get Your Connected<\/a> just click over to DailySales.Tips\/828<\/a><\/p>\n

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"

“It’s important to differentiate right at the beginning because what’s the point of qualifying someone if you’re not also simultaneously getting them interested in doing business with you.” – Deb Calvert in today’s Tip 828 How do you discover and qualify a buyer? Join the conversation below and learn more about Deb! Deb Calvert on…<\/p>\n","protected":false},"author":2,"featured_media":1255,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-3294","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"\nSales Tip 828: Qualification Isn't Discovery - Deb Calvert - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 828: Qualification Isn't Discovery - Deb Calvert - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"“It’s important to differentiate right at the beginning because what’s the point of qualifying someone if you’re not also simultaneously getting them interested in doing business with you.” – Deb Calvert in today’s Tip 828 How do you discover and qualify a buyer? Join the conversation below and learn more about Deb! Deb Calvert on...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/\" \/>\n<meta property=\"og:site_name\" content=\"Daily Sales Tips\" \/>\n<meta property=\"article:published_time\" content=\"2021-04-26T09:30:03+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-04-26T03:32:39+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png\" \/>\n\t<meta property=\"og:image:width\" content=\"400\" \/>\n\t<meta property=\"og:image:height\" content=\"400\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Scott Ingram\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ScottIngram\" \/>\n<meta name=\"twitter:site\" content=\"@DailySales_Tips\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Scott Ingram\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/\",\"url\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/\",\"name\":\"Sales Tip 828: Qualification Isn't Discovery - Deb Calvert - Daily Sales Tips\",\"isPartOf\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png?fit=400%2C400&ssl=1\",\"datePublished\":\"2021-04-26T09:30:03+00:00\",\"dateModified\":\"2021-04-26T03:32:39+00:00\",\"author\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548\"},\"breadcrumb\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#primaryimage\",\"url\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png?fit=400%2C400&ssl=1\",\"contentUrl\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png?fit=400%2C400&ssl=1\",\"width\":400,\"height\":400,\"caption\":\"Deb Calvert - Sales Tips\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/top1.fm\/DailySalesTips\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Tip 828: Qualification Isn’t Discovery – Deb Calvert\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#website\",\"url\":\"https:\/\/top1.fm\/DailySalesTips\/\",\"name\":\"Daily Sales Tips\",\"description\":\"A Daily Podcast and Blog for B2B Sales Professionals\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548\",\"name\":\"Scott Ingram\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"caption\":\"Scott Ingram\"},\"sameAs\":[\"https:\/\/top1.fm\",\"https:\/\/x.com\/ScottIngram\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Tip 828: Qualification Isn't Discovery - Deb Calvert - Daily Sales Tips","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/","og_locale":"en_US","og_type":"article","og_title":"Sales Tip 828: Qualification Isn't Discovery - Deb Calvert - Daily Sales Tips","og_description":"“It’s important to differentiate right at the beginning because what’s the point of qualifying someone if you’re not also simultaneously getting them interested in doing business with you.” – Deb Calvert in today’s Tip 828 How do you discover and qualify a buyer? Join the conversation below and learn more about Deb! Deb Calvert on...","og_url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/","og_site_name":"Daily Sales Tips","article_published_time":"2021-04-26T09:30:03+00:00","article_modified_time":"2021-04-26T03:32:39+00:00","og_image":[{"width":400,"height":400,"url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png","type":"image\/png"}],"author":"Scott Ingram","twitter_card":"summary_large_image","twitter_creator":"@ScottIngram","twitter_site":"@DailySales_Tips","twitter_misc":{"Written by":"Scott Ingram","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/","url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/","name":"Sales Tip 828: Qualification Isn't Discovery - Deb Calvert - Daily Sales Tips","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#website"},"primaryImageOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#primaryimage"},"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#primaryimage"},"thumbnailUrl":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png?fit=400%2C400&ssl=1","datePublished":"2021-04-26T09:30:03+00:00","dateModified":"2021-04-26T03:32:39+00:00","author":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548"},"breadcrumb":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#primaryimage","url":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png?fit=400%2C400&ssl=1","contentUrl":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png?fit=400%2C400&ssl=1","width":400,"height":400,"caption":"Deb Calvert - Sales Tips"},{"@type":"BreadcrumbList","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-828-qualification-isnt-discovery-deb-calvert\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/top1.fm\/DailySalesTips\/"},{"@type":"ListItem","position":2,"name":"Sales Tip 828: Qualification Isn’t Discovery – Deb Calvert"}]},{"@type":"WebSite","@id":"https:\/\/top1.fm\/DailySalesTips\/#website","url":"https:\/\/top1.fm\/DailySalesTips\/","name":"Daily Sales Tips","description":"A Daily Podcast and Blog for B2B Sales Professionals","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548","name":"Scott Ingram","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","caption":"Scott Ingram"},"sameAs":["https:\/\/top1.fm","https:\/\/x.com\/ScottIngram"]}]}},"jetpack_featured_media_url":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Deb-Calvert-Sales-Tips.png?fit=400%2C400&ssl=1","_links":{"self":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/3294","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/comments?post=3294"}],"version-history":[{"count":0,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/3294\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media\/1255"}],"wp:attachment":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media?parent=3294"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/categories?post=3294"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/tags?post=3294"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}