As sales professionals, we live or die by the numbers; but our position with customers may be a more
The (Business) Case for Improved Position
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Message from the Mentor
Key Insights to Ensure Customers’ Success – and Your Own
How frustrating it is when we think we are aligned to close the sale or for successful implementatio
What’s Missing from Your Sales Pitch?
Carew’s Dimensions of Professional Selling (DPS) provides a structured, yet flexible, process for presentation development and delivery, the Diamond Presentation Process‚ DPS graduates will recall these essential elements of an effective presentation.
9 Things That Turn Buyers Off
As sales professionals, we strive daily to deploy words and actions that will be most effective in b
The Exploratory Process: Closing Questions
The final question that can be used during the Exploratory Process is the Closing Question
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 posit
The Exploratory Process: Purpose and Examples of Realization Questions
Each genre of Exploratory questioning plays its own unique role in revealing customers’ needs so tha
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 productive
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 needs/gaps, desired outcomes and expectations.
Preferred Position’s Role in the Strategic Account Plan
Selling is a journey, and the destination of all sales activities should be to reach Preferred Position