Communication Skills
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
The Exploratory Process: Examples of Strong Focusing Questions
Each type of Exploratory question learned during Dimensions of Professional Selling® (DPS) sales training plays a role in establishing a […]
Communication Skills, Sales Training
The Exploratory Process – Good Examples of Overview Questions
In Dimensions of Professional Selling® sales training, participants learn about the Exploratory Process™ as an effective means of uncovering customer […]
Communication Skills, Sales Training
The Price You Will Pay for Leading With Products/Solutions
It is universally recognized that sales professionals should never enter a sales call spewing the features and advantages of their […]
Communication Skills, Relationship Building
“Unskilled Sales Labor” or “Business Advisor” – Which Role Will You Choose?
Having grown up in an automotive town, I have never liked the term “unskilled labor,” finding its application to hardworking […]
Communication Skills, Sales Training
Are You Delivering Information or Insight?
At the recent Sales 2.0 Conference in San Francisco, I talked about identifying and replicating the distinguishing characteristics of top […]
Communication Skills
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