Rachael Bowling, Author at Carew International Sales Training

6 Tips for Asking Exploratory Questions

November 9, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training
Exploratory Questions and Sales Success

Control the Desire to Ask Too Much, Too Quickly In a recent blog, we addressed the critical nature of the […]

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Is There Such a Thing as TOO MUCH Exploratory in the Sales Process?

October 12, 2017  |  Published by in Sales Excellence, Sales Training
Sales should not be an interrogation

In Carew’s sales skill training programs, we often talk about the importance of information gathering as a means to fully […]

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Don’t Underestimate the Role of Emotion, Self-Image in B2B Sales

August 24, 2017  |  Published by in Sales Excellence
Role of Emotion in B2B Sales

B2C sales and marketing entities have long recognized the need to connect the brand with the consumer’s ego and sense […]

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Shaming Customers is Never Productive

It can be truly frustrating when a hot prospect suddenly goes “radio silent,” or the customer who was in full […]

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Need for Instant Gratification Undermines Quest for Greatness (in Sales Professionals)

Instant Gratification and Sales Professionals

We’ve probably all heard the phrase, “Rome wasn’t built in a day,” meaning greatness takes time. Given that truth, it […]

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Ask for the Business and Improve Your Sales!

Ask for the business and improve your sales

Most sales professionals do a great job of uncovering their customers’ needs and then presenting solutions to their customers’ top […]

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First Words That Will Engage Prospects

May 12, 2017  |  Published by in Sales Excellence, Sales Training
Typing a Sales Email

This week, we continue our look at improving our odds for lead engagement by looking at words, phrases and salutations […]

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The (Business) Case for Improved Position

April 6, 2017  |  Published by in Sales Excellence, Sales Training
Bullseye for Preferred Position in Sales

As sales professionals, we live or die by the numbers; but our position with customers may be a more accurate […]

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The Exploratory Process: Closing Questions

Closing Questions Sales Process

The final question that can be used during the Exploratory Process™ is the Closing question. To clarify, Closing questions, as part of […]

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The Exploratory Process – Good Examples of Overview Questions

February 2, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training

In Dimensions of Professional Selling® sales training, participants learn about the Exploratory Process™ as an effective means of uncovering customer […]

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