Communication Skills Archives - Page 2 of 11 - Carew International Sales Training

Communication Skills

The Exploratory Process: Closing Questions

Closing Questions Sales Process

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

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

February 23, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training
Dimensional Questions DPS Sales Training

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

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The Exploratory Process: Purpose and Examples of Realization Questions

February 16, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training

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

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The Exploratory Process: Examples of Strong Focusing Questions

February 9, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training
Focusing questions for sales call

Each type of Exploratory question learned during Dimensions of Professional Selling® (DPS) sales training plays a role in establishing a […]

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The Exploratory Process – Good Examples of Overview Questions

February 2, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training

In Dimensions of Professional Selling® sales training, participants learn about the Exploratory Process™ as an effective means of uncovering customer […]

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The Price You Will Pay for Leading With Products/Solutions

January 19, 2017  |  Published by in Communication Skills, Relationship Building, Sales Excellence
Add value as a sales professional to cultivate a long-term customer relationship.

It is universally recognized that sales professionals should never enter a sales call spewing the features and advantages of their […]

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“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 […]

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Are You Delivering Information or Insight?

September 29, 2016  |  Published by in Communication Skills, Sales Excellence

At the recent Sales 2.0 Conference in San Francisco, I talked about identifying and replicating the distinguishing characteristics of top […]

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Cracking the Code of Top Sales Performers

At the recent Sales 2.0 Conference in San Francisco, I delivered a keynote presentation, Cracking the Code: Understanding and Replicating […]

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Do Your Customers Feel Better After Spending Time with You?

We often talk about the importance of building strong, long-term relationships with customers. One means of assessing the overall health […]

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