Communication Skills
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: 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
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
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
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
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 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
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
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
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
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
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
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
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
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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