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Sales Training Blog

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
Exploratory Process - Realization Questions
 

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
q mark
 

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 Journey to Preferred Position

business journey
 

Selling is a journey, and the destination of all sales activities should be to reach Preferred Position with our customers. […]

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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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Turn Lemons into Sales Lemonade

January 13, 2017  |  Published by in Relationship Building, Sales Excellence
Solving Customer Problems and Cultivating Long-Term Customer Relationship
 

Effectively Handling Customer Problems Will Cultivate Customer Loyalty A hallmark of good sales professionals is their ability to defuse customer […]

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3 Tips for Selling to Executives

January 6, 2017  |  Published by in Sales Excellence
CEO
 

Selling at the executive level represents a double-edged sword: On one hand, getting an audience with C-level prospects is a […]

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Happy New Year from Carew!

new-years-med
 

Welcome, 2017!  Wishing you a healthy, happy and prosperous year ahead. 

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“Unskilled Sales Labor” or “Business Advisor” – Which Role Will You Choose?

happy-sales-guy
 

Having grown up in an automotive town, I have never liked the term “unskilled labor,” finding its application to hardworking […]

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