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Author Archives: Ed Albertson
Attitude, Energy and Appearance: The “True Grit” of our Profession
Mention the word “grit” and one is likely to evoke a vivid image of the tough, hard-nosed U.S. Marshal in the western movie True Grit, originally made famous by the iconic John Wayne in 1969 (reprised by Jeff Bridges in … Continue reading
Time for Spring Cleaning!
Getting Your House in Order Will Pay Great Dividends Later… Spring is the perfect time to clean house and rid ourselves of the physical and mental clutter we have collected over the past year and beyond. In our business life, … Continue reading
Posted in Sales Training, Seasonal
Tagged administrative, clutter, relationships, sales success, teamwork
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Listen… Here’s a Resolution Worth Keeping Part Two: Kicking off a Successful Sales Year
LISTENING is a core and critical behavior in both business and personal relationships, and it’s a key tenet of Carew International’s DPS sales training. Listening to someone lets that person know that their needs and concerns are more important to … Continue reading
Posted in Uncategorized
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Think “Different” – Getting the first appointment with the “right” person
Apple introduced a well-recognized marketing campaign under Steve Jobs with the slogan “Think Different” knowing full well that it could be interpreted as a grammatically incorrect statement and stir controversy. Nevertheless, Jobs insisted that he wanted the word “different” to … Continue reading
Posted in Sales Training
Tagged apple, communication technique, objective perception, sales skills, selling skills, steve jobs
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Book Review – Influence: Science and Practice
Influence: Science and Practice by Robert B. Cialdini is one of the BEST books on the topic of persuasion and influence that I have ever read (and both a sales and a sales training professional, I have read many)! Cialdini … Continue reading
Posted in Recommended Reading
Tagged communication technique, influence, negotiation, sales skills
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Sales Myth of the Month: Only Money Motivates Sales Professionals
Sales leaders typically compensate sales professionals with commissions alone or with commissions combined with a base salary. Unfortunately, in some sales organizations that monetary compensation also serves as the sole reward for achievement – the “feedback loop” for job performance. … Continue reading
5 Key Steps to Preferred Position
Position, as it relates to selling, is our current status and degree of influence in a customer relationship. Having Preferred Position means being the supplier of choice – essentially having all the business we want. Preferred Position may seem an … Continue reading
Posted in Sales Training
Tagged communication technique, preferred position, sales skills, selling skills
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Carew Must Read No. 2: What the Dog Saw by Malcolm Gladwell
The second in our series on “must” reads I suspect there are many Malcolm Gladwell fans out there who, like me, have read everything he has written to date (The Tipping Point, Blink and Outliers). For those not familiar with … Continue reading
Posted in Recommended Reading
Tagged malcolm gladwell, sales performance, sales skills, selling skills
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