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
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
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, Exploratory Process, Sales Training
By | March 10, 2016

Did the Exploratory Process Save Lego?

Ten years ago, Danish toymaker LEGO was experiencing double digit losses annually, and was at risk of debt default. A […]


Communication Skills, Exploratory Process
By | June 26, 2014

Always & Forever…Exploratory Process Not Just for New Sales

The Exploratory Process is widely recognized and utilized as an effective means of handling objections and uncovering needs (GAPs) in […]


Exploratory Process, Sales Training
 
 

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