Is the Art of Negotiation Dead?
Your Checklist for Effective Sales Negotiations Regardless of our individual political views, we can all celebrate the end of a […]
Negotiations
Should laptops and phones be banned from meetings?
What is the current dynamic of meetings in your organization when it comes to having a productive meeting? When you […]
Sales Planning, Sales Training
How To Acknowledge A Customer’s Concern
Every sales professional wants to know how to acknowledge a customer’s concern, so put away the overused acknowledgements and become […]
Communication Skills, Handling Objections in Sales LAER Bonding Process, Relationship Building
How to Manage Conflict in Sales
A big part of professional sales is learning how to manage conflict. Not conflict in the sense of fighting and […]
Customer Buyer Personas, Sales Training
3 Tips for Retaining Preferred Position with Customers
Your hard work, tenacity and superior professional selling skills have paid off, and you have finally secured Preferred Position at […]
Position Progression
Take Empathy One Step Further for Greater Sales Success
In a recent interview with Selling Power magazine, Carew CEO Jeff Seeley identified Three Skills Needed for Sales Professionals to […]
Communication Skills, Customer Buyer Personas, Odds Are
3 Key Ingredients for Cultivating Customer Loyalty
When it comes to cultivating customer loyalty, sales professionals can only harvest what we sow. There is no action or […]
Customer Life Cycle, Relationship Building
Leverage Quid Pro Quo vs. Concessions in Negotiations
The value of any product or service is determined by the market; both buyer and seller have a role in […]
Negotiations
View Customer’s Success as Your Own
What if our paycheck was based not on what we sell, but on the value we deliver to our customers […]
Customer Service, Relationship Building
In Sales, What You Don’t Know CAN Hurt You
“What you don’t know can’t hurt you…” One could debate the validity of this statement as a premise in life, […]
Diagnosing Customer Needs, Exploratory Process
6 Tips for Asking Exploratory Questions
Control the Desire to Ask Too Much, Too Quickly In a recent blog, we addressed the critical nature of the […]
Exploratory Process
Is There Such a Thing as TOO MUCH Exploratory in the Sales Process?
In Carew’s sales skill training programs, we often talk about the importance of information gathering as a means to fully […]
Exploratory Process, Odds Are
Don’t Underestimate the Role of Emotion, Self-Image in B2B Sales
B2C sales and marketing entities have long recognized the need to connect the brand with the consumer’s ego and sense […]
FAB, Winning Presentations
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 […]
Odds Are
Need for Instant Gratification Undermines Quest for Greatness (in Sales Professionals)
We’ve probably all heard the phrase, “Rome wasn’t built in a day,” meaning greatness takes time. Given that truth, it […]
Relationship Building
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