It’s simple. Our goal in sales is to close deals.
Ask Before You Pitch to Improve Your Customer Value Proposition
by Amanda Ervin | Jan 8, 2019 | Message from the Mentor
One of the things sales professionals love about the new year is sharing all the new and exciting pr
How to Get to Yes! – 3 Tips to Invigorate a Stalled Deal
by Scott Stiver | Sep 4, 2018 | Message from the Mentor
It’s one of life’s great frustrations for the sales professional, when we are so close to closing
In Sales, What You Don’t Know CAN Hurt You
by Rachael Bowling | Jan 2, 2018 | Message from the Mentor
“What you don’t know can’t hurt you‚” One could debate the validity of this statement as a premise
Is There Such a Thing as TOO MUCH Exploratory in the Sales Process?
by Rachael Bowling | Oct 11, 2017 | Message from the Mentor
In Carew’s sales skill training programs, we often talk about the importance of information gatherin
The Exploratory Process: Closing Questions
by Rachael Bowling | Mar 1, 2017 | Message from the Mentor
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
by Ed Albertson | Feb 22, 2017 | Message from the Mentor
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
by Dave Decker | Feb 15, 2017 | Message from the Mentor
Each genre of Exploratory questioning plays its own unique role in revealing customers’ needs so tha
The Exploratory Process: Examples of Strong Focusing Questions
by Scott Stiver | Feb 8, 2017 | Message from the Mentor
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
by Rachael Bowling | Feb 1, 2017 | Message from the Mentor
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.
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