Author Archives: Chuck Terry

Five Tips to Hone Your Listening Skills

Posted on June 13, 2011 by Chuck Terry

Recently I addressed one of the most common mistakes in sales:  sales professionals who talk too much and listen too little and symptoms that indicate whether you suffer from this bad habit.  This topic seemed to resonate with many readers, … Continue reading →

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Listen for the Sound of Successful Selling

Posted on May 31, 2011 by Chuck Terry

I am often asked to identify the biggest/most common mistake made by sales professionals.  My reply is consistent: sales professionals who talk too much and listen too little. I even catch myself doing it from time to time and I … Continue reading →

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Customer Problem or a Sales Opportunity?

Posted on April 25, 2011 by Chuck Terry

Have you ever had a problem with something you purchased, but the manner in which the vendor handled the situation was so exemplary that the situation actually left you as an advocate? Most of us have had an experience like … Continue reading →

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The Geometry of Customer Service

Posted on April 4, 2011 by Chuck Terry

Don’t panic…this isn’t an exercise in high school math but a review of a high impact tool for executing successful customer service encounters. At Carew International, we are known for our ability to distill complex selling skills into simple-yet-elegant formats, … 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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What Separates a Sales Manager from a Sales Leader

Posted on February 18, 2011 by Chuck Terry

You may be familiar with the saying, “Leaders do the right things and managers do things right.” These words imply that leaders are focused on higher level strategic issues, while managers are more focused on tactical issues that require an … Continue reading →

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Essential Reading for 2011

Posted on January 28, 2011 by Chuck Terry

At the start of each New Year, millions of Americans make millions of commitments to start or stop doing things, with the ultimate goal of improving their lives. In support of a successful 2011, I thought I would share several … Continue reading →

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Climbing the Sales Mountain

Posted on January 7, 2011 by Chuck Terry

In a recent conversation with several sales professionals, I referenced an old cartoon called Hagar the Horrible. In the cartoon, Hagar spent the entire year rolling a giant rock to the top of a mountain. After the task was finally completed, … Continue reading →

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