Carew’s Dimensions of Professional Selling (DPS) provides a structured, yet flexible, process for presentation development and delivery, the Diamond Presentation Process‚ DPS graduates will recall these essential elements of an effective presentation.
The Exploratory Process: Purpose and Examples of Realization Questions
by Dave Decker | Feb 15, 2017 | Message from the Mentor
Each genre of Exploratory questioning plays its own unique role in revealing customers’ needs so tha
Are Your Customers Thankful for You?
by Dave Decker | Nov 16, 2016 | Message from the Mentor
This time of year, we often reflect on all the things for which we should be grateful. As a litmus t
Most Common Sales Proposal Mistakes
by Dave Decker | Oct 19, 2016 | Message from the Mentor
The quality of our sales proposal often determines whether we get the opportunity to present and mov
Planning, Perspective Can Minimize Impact of Problems for Sales Success
by Dave Decker | Jul 27, 2016 | Message from the Mentor
“Expect the milk to spill” is a concept originated by child development experts. The premise is that
A Litmus Test for Lead Engagement: 3 Questions You Must Answer If You Want the Business
by Dave Decker | Jun 15, 2016 | Message from the Mentor
How do you get the attention of a prospect long enough to start the conversation? In his recent
Bringing Your Best: 3 Keys to Good Health for Sales Excellence
by Dave Decker | May 5, 2016 | Message from the Mentor
As sales professionals, we cannot expect to engage our customers in a clear-headed, energized and pr
Is Your Body Language Sabotaging Your Professional Selling Success?
by Dave Decker | Mar 23, 2016 | Message from the Mentor
Our success as sales professionals is dependent upon our interpersonal skills, which, in turn, are d
6 Tips to Make the Most of Every Sales Call
by Dave Decker | Feb 24, 2016 | Message from the Mentor
Time spent with customers is precious, and considering the high-risk/high-reward dynamic of each opp
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