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 […]


Communication Skills, Sales Training
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 […]


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 […]


Sales Training
Dimensional Questions DPS Sales Training
By | February 23, 2017

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 position ourselves for a […]


Communication Skills, 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
Looking Through Magnifying Glass
By | February 9, 2017

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 […]


Communication Skills, Sales Training
By | February 2, 2017

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 […]


Communication Skills, Sales Training
By | March 10, 2016

Did the Exploratory Process Save Lego? -Carew International

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


Communication Skills
 
 

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