Communication Skills

quality not quantity is important for achieving goals
By | June 20, 2019

In Sales and Marketing, Quality Beats Quantity Every Time

How many website visitors does it take to generate one qualified lead? How many qualified leads to convert one customer? […]


Communication Skills, Customer Experience, Leadership Development
mind the gap between ai and human connections
By | June 13, 2019

Mind the Gap: What AI and Automation Cannot Do

In sales and sales leadership, we all grapple with identifying the optimal use of digital and automated resources for business […]


Communication Skills, Diagnosing Customer Needs, Sales Enablement
By | May 23, 2019

In Sales, Soft Skills Drive Customer Experience

In his recent guest column for Training Industry, Carew CEO Jeff Seeley addresses the gap between technology-driven sales enablement and […]


Communication Skills, Sales Differentiation
mental blind spots caused by sales success
By | May 1, 2019

Symptoms & Cure for Blind Spots that Undermine Sales Success

As drivers, we understand the “blind spot” to be that precarious position of a vehicle in the adjoining lane that […]


Communication Skills, Exploratory Process, JADIK Common Ground, Sales Training
Improve you Closing Rate
By | March 27, 2019

To Improve Your Closing Rate, Make the Customer Part of the Solution

Asking a customer for their business is a lot like a marriage proposal; getting to “yes” is all about what […]


Closing, Communication Skills, Sales Training, Winning Presentations
Acknowledging Customers For Emotional Connection
By | August 29, 2018

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 Keep Your Customers on The Phone For Sales
By | July 10, 2018

How To Keep the Conversation Going

We’ve all heard the phone slam down on the other side of the line. It’s simply a fact of professional […]


Communication Skills, Odds Are
How to use empathy for sales success
By | May 24, 2018

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
Use Humor in Sales to Close Your Deal
By | May 17, 2018

How to Use Humor to Close Your Next Sales Deal

We all have moments in which sales success seems daunting, but those who master the art know there are tricks […]


Closing, Communication Skills
Flight Attendant
By | April 26, 2018

Effective Listening Can Be a Matter of Life and Death

Last week, a Dallas-bound Southwest Airlines flight made an emergency landing in Philadelphia after an engine exploded in flight. Following […]


Communication Skills
Get your customer to talk again
By | April 19, 2018

How To Get Unresponsive Prospects Talking Again

We are all familiar with feelings that range from disappointment to desperation when a customer or lead becomes unresponsive. Why […]


Closing, Communication Skills
common email mistakes
By | January 11, 2018

3 Tips to Avoid these Common Sales Prospecting Email Mistakes

Email comprises such a large portion of our communication with customers, it’s important to be sure each and every email […]


Communication Skills, Prospecting
Closing Questions Sales Process
By | March 2, 2017

The Exploratory Process: Closing Questions

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


Communication Skills, Sales Training
Dimensional Questions DPS Sales Training
By | February 23, 2017

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

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


Communication Skills, Sales Training
By | February 16, 2017

The Exploratory Process: Purpose and Examples of Realization Questions

Each genre of Exploratory questioning plays its own unique role in revealing customers’ needs so that we can develop valuable […]


Communication Skills, Sales Training
 
 

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