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Episode 223  |  23:38 min

The Purpose of DISCOVER Questions

Episode Thumbnail
Episode 223  |  23:38 min  |  05.24.2021

The Purpose of DISCOVER Questions

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This is a podcast episode titled, The Purpose of DISCOVER Questions. The summary for this episode is: <p>In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don’t miss it!</p><h2>Outline of This Episode</h2><ul><li>[1:48] Who is Deb Calvert?</li><li>[2:30] What is the DISCOVER Framework?</li><li>[4:34] The DISCOVER Acronym</li><li>[5:59] The importance of the “value” question</li><li>[7:33] Why “Rationale” questions are key</li><li>[10:48] The “Value” question in procurement</li><li>[16:00] A deep-dive into rationale questions</li><li>[20:07] How to manage the budget conversation</li><li>[21:53] How to learn more about DISCOVER questions</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://thesalesexpertschannel.com/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">The Sales Experts Channel</a></li><li>Book:&nbsp;<a href="https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">SPIN Selling</a></li><li>Deb’s Book:&nbsp;<a href="https://www.amazon.com/dp/B00M77BHSI/ref=dp-kindle-redirect?_encoding=UTF8&amp;btkr=1" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">DISCOVER Questions™ Get You Connected</a></li></ul><h2>Connect with Deb Calvert</h2><ul><li><a href="https://peoplefirstps.com/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">People First Productivity Solutions</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/debcalvertpeoplefirst/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">LinkedIn</a></li><li>Follow on&nbsp;<a href="https://twitter.com/PeopleFirstPS?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Twitter</a></li></ul><h2>Connect With Mark</h2><ul><li>Follow Negotiations Ninja on Twitter:&nbsp;<a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">@NegotiationPod</a></li><li>Connect with Mark&nbsp;<a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">on LinkedIn</a></li><li>Follow Negotiations Ninja&nbsp;<a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">on LinkedIn</a></li><li>Connect on Instagram:&nbsp;<a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">@NegotiationPod</a></li></ul><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);"><strong>Subscribe to Negotiations Ninja</strong></a></p>
Guest Thumbnail
Deb Calvert
President of People First Productivity Solutions
Executive Coach + Trainer + Author
Connect on LinkedIn