Leverage Quid Pro Quo vs. Concessions in Negotiations

March 2, 2018  |  Published by in Negotiations, Sales Excellence
win-win negotiations

The value of any product or service is determined by the market; both buyer and seller have a role in […]

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View Customer’s Success as Your Own

February 1, 2018  |  Published by in Customer Service, Relationship Building, Sales Excellence
View Customer's Success as Your Own in Sales

What if our paycheck was based not on what we sell, but on the value we deliver to our customers […]

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In Sales, What You Don’t Know CAN Hurt You

January 3, 2018  |  Published by in Communication Skills, Sales Excellence
what you don't know in sales 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, […]

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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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