Communication Skills

Closing Questions Sales Process
By | March 2, 2017

The Exploratory Process: Closing Questions

The final question that can be used during the Exploratory Process™ is the Closing question. To clarify, Closing questions, as part of […]


Communication Skills, Exploratory Process, 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
Exploratory Process Overview Questions
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
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
By | December 29, 2016

“Unskilled Sales Labor” or “Business Advisor” – Which Role Will You Choose?

Having grown up in an automotive town, I have never liked the term “unskilled labor,” finding its application to hardworking […]


Communication Skills, Sales Training
By | September 29, 2016

Are You Delivering Information or Insight?

At the recent Sales 2.0 Conference in San Francisco, I talked about identifying and replicating the distinguishing characteristics of top […]


Communication Skills
By | August 25, 2016

Cracking the Code of Top Sales Performers

At the recent Sales 2.0 Conference in San Francisco, I delivered a keynote presentation, Cracking the Code: Understanding and Replicating […]


Communication Skills, Relationship Building, Sales Training
By | August 4, 2016

Do Your Customers Feel Better After Spending Time With You?

We often talk about the importance of building strong, long-term relationships with customers. One means of assessing the overall health […]


Communication Skills, Relationship Building
By | July 28, 2016

Planning, Perspective Can Minimize Impact of Problems for Sales Success

“Expect the milk to spill” is a concept originated by child development experts. The premise is that when first learning […]


Communication Skills
Stop talking
By | July 14, 2016

3 Reasons to Stop Talking for Sales Success

There is a common misperception that extroverts (chatty people) make the best sales people and leaders. Adam Grant at the […]


Communication Skills
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
By | May 12, 2016

Choose Your Words Carefully: 20 Commonly Confused & Misused Words That Can Hinder Your Sales Effectiveness

Articulate language is essential for cultivating an image of professionalism and competence, and misusing words will undercut our efforts on […]


Communication Skills
By | March 31, 2016

Resist the Urge to Badmouth Competitors

Taking the High Road Offers Greater Rewards Who doesn’t feel a little surge of joy when we hear a customer […]


Communication Skills
 
 

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