Carew’s Dimensions of Professional Selling (DPS) provides a structured, yet flexible, process for presentation development and delivery, the Diamond Presentation Process‚ DPS graduates will recall these essential elements of an effective presentation.
Each genre of Exploratory questioning plays its own unique role in revealing customers’ needs so tha
This time of year, we often reflect on all the things for which we should be grateful. As a litmus t
The quality of our sales proposal often determines whether we get the opportunity to present and mov
“Expect the milk to spill” is a concept originated by child development experts. The premise is that
How do you get the attention of a prospect long enough to start the conversation? In his recent
As sales professionals, we cannot expect to engage our customers in a clear-headed, energized and pr
Our success as sales professionals is dependent upon our interpersonal skills, which, in turn, are d
Time spent with customers is precious, and considering the high-risk/high-reward dynamic of each opp
