Exploratory Process

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
By | March 12, 2019

Value Selling Drives Personal Satisfaction & Sales Success

It’s simple. Our goal in sales is to close deals. Closing is how we make our living and often how […]


Diagnosing Customer Needs, Exploratory Process, Relationship Building, Sales Differentiation, Value Selling
Sales Questions for Customers
By | February 27, 2019

The Ultimate Collection of Sales Questions for Customers

We recently published an article on the Best Sales Questions to Ask Customers, focusing on optimal questions for the first […]


Diagnosing Customer Needs, Exploratory Process, Prospecting
best questions to ask customers
By | January 31, 2019

The Best Sales Questions to Ask Customers

Making the Most of the First Sales Call Most sales professionals are savvy to the fact that precious time with […]


Diagnosing Customer Needs, Exploratory Process, Prospecting
Ask Before You Pitch to Improve Your Customer Value Proposition
By | January 9, 2019

Ask Before You Pitch to Improve Your Customer Value Proposition

One of the things sales professionals love about the new year is sharing all the new and exciting products and […]


Diagnosing Customer Needs, Exploratory Process, Odds Are, Seasonal
Embrace Spring Fever to Heat Up Sales
By | March 22, 2018

Embrace ‘Spring Fever’ to Heat Up Sales

It may not yet feel it for the majority of us, but spring 2018 has officially arrived! Once those first […]


Exploratory Process, JADIK Common Ground, Seasonal
what you don't know in sales can hurt you
By | January 3, 2018

In Sales, What You Don’t Know 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, […]


Diagnosing Customer Needs, Exploratory Process
Questions
By | November 9, 2017

6 Tips for Asking Exploratory Questions

Control the Desire to Ask Too Much, Too Quickly In a recent blog, we addressed the critical nature of the […]


Exploratory Process
Sales should not be an interrogation
By | October 12, 2017

Is There Such a Thing as TOO MUCH Exploratory in the Sales Process?

In Carew’s sales skill training programs, we often talk about the importance of information gathering as a means to fully […]


Exploratory Process, Odds Are
Exploring with Customer for Sales Success
By | August 17, 2017

Three Benefits of Exploring for Sales Success

“If You Want To Be Interesting, Be Interested.” – David Olgilvy In pursuit of sales excellence, we often talk about […]


Exploratory Process, Relationship Building
Customers Hiding Sales Training Budget
By | August 10, 2017

Customers Cagey About Their Budgets?

Use Exploratory Process to Uncover Cost of Gaps It seems customers are universally reluctant to reveal their budgets when purchasing […]


Exploratory Process
Emotional Bank Account
By | August 3, 2017

Difficult Customer? Check Your Emotional (EQ) Bank Account

The 7 Habits of Highly Effective People by Stephen R. Covey The next time you encounter a “difficult” customer who […]


Exploratory Process, Recommended Reading, Relationship Building
Stop Pitching to Start Selling for Sales Success
By | July 20, 2017

Stop “Pitching” to Start Selling

Sales professionals and customers alike would be well served if we could remove the term “sales pitch” from our vocabulary […]


Diagnosing Customer Needs, Exploratory Process
Tips for Better Listening to Sales Prospects
By | May 25, 2017

4 Tips for Better Listening

Albert Einstein once said, “If I had an hour to save the world, I would spend 55 minutes defining the […]


Exploratory Process, Handling Objections in Sales LAER Bonding Process
Sell Your Solution to the Problem, Not the Product
By | April 20, 2017

Why Are You Still Talking About That?

What Customers Really Want to Hear As sales professionals we sell products and services, sure, but we also sell ourselves […]


Diagnosing Customer Needs, Exploratory Process
 
 

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