Monthly Archives: March 2011

Negotiating Price in a Down Economy

Posted on March 28, 2011 by Ed Albertson

In a “down” economy such as we are currently experiencing, price can appear to be even more important to the buying process because customers more acutely recognize they have three ways to increase THEIR profits: Selling more of what they … Continue reading →

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Effective Communications the Key to Success in Sales & Beyond

Posted on March 21, 2011 by Mary Ann Lynn

I have always believed that the communications skills central to the Carew sales training curriculum are beneficial across all relationships and endeavors in life. So I was greatly intrigued when I recently heard an education professional address current education practices … Continue reading →

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Customer Types: Understanding What Makes People Tick is the First Step to Closing Sales

Posted on March 14, 2011 by Chuck Terry

The first step in providing authentic value to your customers is identifying what they value most. The relationship between understanding your customer or prospect and successfully engaging them is common knowledge in the sales profession. What many sales professionals lack … Continue reading →

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In Life and in Selling Skills, Practice Does Make Perfect

Posted on March 4, 2011 by Ed Albertson

The recent Carew International Dimensions of Professional Selling (DPS) sales training workshop in Cincinnati included almost 50 business professionals from 20 different companies, representing businesses as diverse as retail clothing and bio-science drug development. What these sales professionals all had … Continue reading →

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