listening skills

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
By | May 1, 2012

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

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


Sales Training
By | April 16, 2012

Buyers Are Liars!

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


Sales Training
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 | October 3, 2011

Presume at Your Own Risk

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


Sales Training
By | September 19, 2011

Beware of Premature Solutions

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


Sales Training
By | June 13, 2011

Five Tips to Hone Your Listening Skills

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


Sales Training
By | May 31, 2011

Listen for the Sound of Successful Selling

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


Sales Training
By | May 23, 2011

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

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


Sales Training
By | March 21, 2011

Effective Communications the Key to Success in Sales & Beyond

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


Sales Training
 
 

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