listening skills

Three Benefits of Exploring for Sales Success

August 17, 2017  |  Published by in Relationship Building, Sales Excellence
Exploring with Customer for Sales Success

“If You Want To Be Interesting, Be Interested.” – David Olgilvy In pursuit of sales excellence, we often talk about […]

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High-Maintenance vs. Low-Tolerance Customers – Insights from the Sales Training Perspective

May 1, 2012  |  Published by in Sales Training

At a recent sales training event, a highly accomplished sales veteran rejoined our session after stepping out for a customer […]

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Buyers Are Liars!

April 16, 2012  |  Published by in Sales Training

This is NOT a bitter accusation directed at customers past and future. It is a way to think about the […]

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

February 20, 2012  |  Published by in Recommended Reading

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

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Presume at Your Own Risk

October 3, 2011  |  Published by in Sales Training

As a well-known story of the Duke of Wellington recounts, once while standing on Piccadilly Square in London, a passerby […]

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Beware of Premature Solutions

September 19, 2011  |  Published by in Sales Training

A customer is just BEGINNING to explain what they want and what they need, and already you are formulating the […]

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Five Tips to Hone Your Listening Skills

June 13, 2011  |  Published by in Sales Training

Recently I addressed one of the most common mistakes in sales:  sales professionals who talk too much and listen too […]

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Listen for the Sound of Successful Selling

May 31, 2011  |  Published by in Sales Training

I am often asked to identify the biggest/most common mistake made by sales professionals.  My reply is consistent: sales professionals […]

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“Odds Are” … there is more than one way to improve sales performance

May 23, 2011  |  Published by in Sales Training

While at the rental car counter on a recent business trip, I listened to the salesperson rattle off the upgrades […]

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Effective Communications the Key to Success in Sales & Beyond

March 21, 2011  |  Published by in Sales Training

I have always believed that the communications skills central to the Carew sales training curriculum are beneficial across all relationships […]

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