Key Insights to Ensure Customers’ Success – and Your Own

March 31, 2017  |  Published by in Sales Excellence
Understanding Customer's Needs for Sales

How frustrating it is when we think we are aligned to close the sale or for successful implementation of our […]

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The Exploratory Process: The “When” and “Why” of Dimensional Questions

February 23, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training
Dimensional Questions DPS Sales Training

The fourth type of Exploratory question that can be utilized to uncover the customer’s gap and position ourselves for a […]

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The Journey to Preferred Position

Selling is a journey, and the destination of all sales activities should be to reach Preferred Position with our customers. […]

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What to Do When You Lose the Sale

December 8, 2016  |  Published by in Sales Excellence
Lost Sales Deal

There is nothing more heart breaking in professional sales than losing the deal at the end of a long sales […]

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Tips for Getting Prospects to Buy Faster

November 3, 2016  |  Published by in Sales Excellence
Easel Board with Yes, No, Maybe Purchase Decision

In a recent online article for HubSpot, 5 Powerful Ways to Get Prospects to Buy Faster, author Aja Frost shares […]

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Primary Contact or Strategic Partner?

August 18, 2016  |  Published by in Relationship Building, Sales Excellence
Carew International's Position Progression Model for Sales Excellence

As sales professionals, we have a “primary contact” at every account, but if we strive to attain Preferred Position with […]

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Minimize Customer’s Risk in Buying from You

Every business decision, including every purchase, comes with some level of risk. As sales professionals, we will cultivate more sales […]

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Top 5 Sales Tips for New Sales Professionals

June 2, 2016  |  Published by in Professional Development, Sales Excellence
Salesman at starting line

It’s a challenge for inexperienced sales professionals to set themselves up to do their best from the outset and ensure […]

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Customer Loyalty: Its Immeasurable Value to Professional Selling & Tips to Cultivate It

April 7, 2016  |  Published by in Relationship Building, Sales Training
Position Progression Model

Who doesn’t love a loyal customer? But do we fully understand and appreciate the benefits of customer loyalty and its […]

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Did the Exploratory Process Save Lego? -Carew International

March 10, 2016  |  Published by in Communication Skills, Sales Excellence

Ten years ago, Danish toymaker LEGO was experiencing double digit losses annually, and was at risk of debt default. A […]

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