sales training

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
The Power of Positive Sales Leadership For Sales Team
By | March 1, 2017

Cultivate Positivity on Your Sales Team

Increased Productivity Will Be Your Reward There are countless means through which sales leaders can impact the performance of their […]


Leadership Development, 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
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
Add value as a sales professional to cultivate a long-term customer relationship.
By | January 19, 2017

The Price You Will Pay for Leading With Products/Solutions

It is universally recognized that sales professionals should never enter a sales call spewing the features and advantages of their […]


Communication Skills, Relationship Building
Solving Customer Problems and Cultivating Long-Term Customer Relationship
By | January 13, 2017

Turn Lemons into Sales Lemonade

Effectively Handling Customer Problems Will Cultivate Customer Loyalty A hallmark of good sales professionals is their ability to defuse customer […]


Relationship Building
Composing an engaging sales message
By | June 16, 2016

A Litmus Test for Lead Engagement: 3 Questions You Must Answer If You Want the Business

How do you get the attention of a prospect long enough to start the conversation? In his recent Inc.com article, […]


Communication Skills, Sales Training
Position Progression Model
By | April 7, 2016

Customer Loyalty: Its Immeasurable Value to Professional Selling & Tips to Cultivate It

Who doesn’t love a loyal customer? But do we fully understand and appreciate the benefits of customer loyalty and its […]


Relationship Building, Sales Training
Start with Why Book Cover
By | March 3, 2016

Book Review: “Start with Why”- Reviewed by Scott Stiver, Partner at Carew International

Reviewed by Scott Stiver, Partner at Carew International Why should customers buy your product or service?  Most sales professionals know […]


Communication Skills, Recommended Reading, Sales Training
By | December 22, 2015

‘Twas the End of the Sales Year

  ‘Twas the end of the sales year and finally, at last, Sales pros were sending their final forecast.   […]


Seasonal
By | November 12, 2015

Benefits Lost if Response Checks Used in Solution Selling Lack Sincerity- Carew International

In Carew International’s Dimensions of Professional Selling (DPS) sales training, the concept of “Response Checks” is introduced as a key component of […]


Sales Training
 
 

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