Dimensions of professional selling

By | March 24, 2017

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 […]


Sales Training
things that turn sales customers off
By | March 9, 2017

9 Things That Turn Buyers Off

As sales professionals, we strive daily to deploy words and actions that will be most effective in building customer relationships, […]


Sales Training
By | February 16, 2017

The Exploratory Process: Purpose and Examples of Realization Questions

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


Communication Skills, Sales Training
Strategic Account Plan
By | January 27, 2017

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 with our customers. […]


Relationship Building
By | April 21, 2016

Strong Positive Contact is the Best Cure for Presentation Jitters

Do you ever get nervous before a big presentation? Having a strong plan for your Positive Contact will go a […]


Sales Training
Handshake
By | May 30, 2014

LAER Bonding Process Essential for Effective Selling

In Dimensions of Professional Selling, the LAER Bonding Process is presented as a means of how to handle objections in […]


Communication Skills, Sales Training
By | June 4, 2012

Insights from the Field: From the Loading Dock to the Conference Room – A Successful Sales Transformation at Bob Evans

Scott McCarty is the Director of Sales Strategy and Process at Bob Evans Farms, Inc. Consistent with the rest of […]


Uncategorized
By | February 27, 2012

Do Customers Feel Your Passion?

Make sure the customer feels your passion. It’s something we stress at Carew International. It’s not enough to present your […]


Uncategorized
By | February 20, 2012

Must Read Book Review… Just Listen: Discover the Secret to Getting Through to Absolutely Anyone

“Some people seem to have a magic touch when it comes to getting people to buy into their plans, goals, […]


Recommended Reading
By | July 6, 2011

Consultative Selling the Common Goal at Recent Sales Training Event

Carew International’s recent Dimensions of Professional Selling (DPS) open enrollment sales training program took place in beautiful Keystone, Colorado.  The […]


Sales Training
By | March 14, 2011

Customer Types: Understanding What Makes People Tick is the First Step to Closing Sales

The first step in providing authentic value to your customers is identifying what they value most. The relationship between understanding […]


Sales Training
By | March 4, 2011

In Life and in Selling Skills, Practice Does Make Perfect

The recent Carew International Dimensions of Professional Selling (DPS) sales training workshop in Cincinnati included almost 50 business professionals from […]


Sales Training
By | January 21, 2011

Chance Favors Only the Prepared Mind

Professional sales managers are fond of advising their sales teams that “hope is not a strategy.” As most sales professional […]


Sales Training
By | January 7, 2011

Climbing the Sales Mountain

In a recent conversation with several sales professionals, I referenced an old cartoon called Hagar the Horrible. In the cartoon, Hagar […]


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