Sales in Higher Education? Yes! 10 Apr 2025, 5:03 pm

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Your High-IQ Sales Team Is Brilliant – But Can They Close? 7 Apr 2025, 11:06 pm

Your sales team is packed with brilliant minds – MBAs, engineers, technical pros. But they’re still missing quota. Sound familiar?

We see it all the time: leaders invest in cutting-edge tools, analytics, and AI-powered insights to give their “smart” teams an edge. Yet even the best technology falls flat when the human element is missing or the team refuses to adapt.

Why IQ Alone Isn’t Enough

Many high-IQ sales professionals assume intelligence and product expertise are all it takes to convince buyers.

But buyers don’t just buy the best solution. They choose the partner they trust.

That trust doesn’t stem solely from intelligence; it flourishes when a salesperson demonstrates empathy, listens actively, and connects authentically.

In other words, IQ may spark interest, but EQ (Emotional Quotient, aka Emotional Intelligence) is what truly cements relationships.

Smart People, Slow Sales

Sales leaders are often chasing the wrong fix. When deals stall, they blame outdated tech or lack of analytics, then roll out even more complex platforms. Meanwhile, teams that rely too heavily on being “the smartest person in the room” can neglect:

• Emotional intelligence (EQ): The ability to read the room, empathize with buyers’ challenges, and communicate solutions in a way that resonates personally.
  
• Technical intelligence (TQ): A willingness to stay current with new technology – like AI-driven workflows – and use it to lighten administrative loads and power up core selling activities.

High-IQ teams can fall into the trap of thinking they’re “too smart” to try new methods. If they’re not open to learning advanced CRM features, leveraging AI for lead follow-up, or adopting the latest engagement platforms, they risk slipping behind the competition – no matter how bright they are.

What Sales Teams Want vs. What They Actually Need

What high-IQ sales teams often think they need:

• The latest tech stack to stay “cutting edge.”
• Automated follow-ups so they can focus on “more important” tasks.
• AI-driven forecasts to analyze every data point.

What they actually need to master:

• EQ: Listening and responding to human emotions, not just product specs.
• TQ: Embracing new tech tools with an open mind and continuous learning.
• Trust-building: Conversations that solve problems instead of hammering features.
• Adaptive communication: Navigating objections with empathy and clarity rather than lecturing with intelligence.

Software doesn’t close deals. People do. And if your reps can’t connect – or won’t evolve – no platform will save your pipeline.

Teach High-IQ Teams to Sell Like Humans

Layer EQ and TQ onto a high-IQ team and it’s not just better – it’s a force multiplier.

You’ll see:

• Higher close rates – because the team stops pitching and starts solving real problems, emotionally and technically.
• Stronger relationships – because they focus on trust over transactions, and they use the right technology to stay close to buyers.
• More predictable revenue – because trust fosters loyalty, and savvy use of technology can keep pipelines healthy and accurate.

This isn’t about dumbing down your reps. It’s about helping them channel their brilliance in ways that actually drive revenue.

Embrace Continuous Training

We’ve spent decades refining a formula for sales success that goes beyond IQ. Our Dimensions of Professional Selling® (DPS) program teaches teams how to engage, uncover real needs, and build relationships that close deals. This people-first (and technology-friendly) approach turns raw intelligence into real-world selling power.

What Happens When You Get It Right?

Companies that blend IQ, EQ, and TQ see:

• Faster sales cycles – buyers feel understood and see that your team respects their time.
• Less price resistance – trust and rapport take price out of the spotlight.
• More repeat business – when the relationship is genuine, customers stay loyal.

High-IQ Sales Teams: FAQ

Your Team Has IQ – Now Elevate Their EQ and TQ

Your sales team doesn’t just need more tools; they need the right mindset to connect, communicate, and close in today’s tech-driven market. If your reps aren’t hitting targets:

1. Ask whether they’re missing EQ: Do they build real rapport and understand buyer needs?  Can they build relationships with different types of buyer personalities?
2. Ask whether they’re missing TQ: Are they staying current with modern sales technology and using it effectively?
3. Then fill those gaps.

Intelligence is only part of the equation. When you build a balanced approach – integrating emotional intelligence and technical adaptability – you unlock the full potential of a truly “Smart” sales team.

You’ve already built a smart sales team.
Now build one that closes.

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Why You Should Ask “Why?” (And 20 Creative Ways to Do It Without Sounding Like a Toddler) 3 Apr 2025, 2:53 am

You don’t need to be a parent to know the power of the word “why.” But if you are a parent, you’ve probably heard it no fewer than 30 times before breakfast.

There’s a reason this little question packs such a punch – especially in sales.

Asking “why?” helps you uncover the truth behind decisions, motivations, and objections. It’s the foundation of trust. It’s the shortcut to relevance. It’s how you move from being a pitch artist to a problem-solver.

Let’s talk about how to use it the right way, and then we’ll hand you 20 fresh alternatives you can start using today. No toddler voice required.

This Isn’t Curiosity for Curiosity’s Sake

This is about sales influence. This is about building real trust. This is about positioning yourself as someone who gets it.

Asking “why?” unlocks:

• Hidden motivators and unspoken objections
• Clarity around decision-making
• Opportunities to reframe the conversation

That moment when your buyer pauses and says, “Good question…” That’s the gold.

But here’s the kicker: if you sound like you’re just poking holes or interrogating, you’ll lose them.

Why Asking “Why?” Works

Think of it as flipping on the light switch.

When a buyer tells you what they want, that’s surface-level. When you uncover why they want it, you hit emotion, urgency, and ownership.

That’s when the sale becomes theirs – not yours.

Asking “why?”:

• Exposes the root cause behind problems
• Challenges assumptions in a non-threatening way
• Helps your customer think more critically (which they will thank you for)

And when the customer feels like they arrived at the answer themselves? You’re not selling – you’re leading.

Why This Fits Into Carew’s Exploratory Process

The Exploratory Process is more than a set of questions – it’s a mindset. One that’s wired to uncover what the customer actually wants… not just what they say they want.

When sales professionals ask “why?” with intention, it:

• Creates clarity around the customer’s desired outcome
• Positions you as a trusted advisor
• Builds the foundation for LAER: The Bonding Process®

We’re not guessing. We’re guiding.

20 Creative Ways to Ask “Why?” (That Don’t Sound Like a Broken Record)

Here’s your cheat sheet for sounding like a seasoned sales pro instead of a preschooler:

• What’s the reason for that?
• How did you land on that approach?
• What’s the thinking behind that?
• What led up to that decision?
• What’s driving that priority right now?
• What was the trigger for that change?
• Can you walk me through the rationale?
• What’s most important about that to you?
• How did that become the goal?
• What’s influencing that direction?
• What would happen if you didn’t make that change?
• What concerns were you trying to solve for?
• What pushed this to the top of the list?
• What’s the long-term impact you’re hoping for?
• What’s your team’s take on that?
• What does success look like from your view?
• What outcome are you aiming to protect?
• What made this the best option for you?
• How does this align with your bigger strategy?
• What’s been the biggest challenge leading to this?

Wait… these don’t start with “why”?

True. And that’s the point.

Every question in this list is still a “why” question – it just doesn’t sound like one. That’s how you keep the conversation open instead of putting people on the defensive. You’re still uncovering motivation, intention, and rationale… just without sounding like a toddler or triggering a knee-jerk “because I said so.”

The best sales pros don’t just ask better questions.
They ask them better.

How to Ask Better Questions in Sales: FAQ

Ask Better Questions. Win Bigger Deals.

“Why?” is your way in – and your way forward. Whether you’re kicking off a first meeting or steering a stalled conversation, the right question opens the door to trust, relevance, and real momentum.

The reps who know how to ask the right “why” questions?
They don’t just close more. They lead.‍

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The Dos and Don’ts of Selling Etiquette: How to Build Trust and Close More Deals 20 Mar 2025, 8:03 pm

Sales is high-stakes. It’s competitive, commission-driven, and filled with pressure. In fact, 67% of sales professionals are close to burnout, according to Thrive Global. When stress levels run high, selling etiquette often gets overlooked.

But here’s the truth: how you sell matters just as much as what you sell.

Your ability to connect, build trust, and handle objections with professionalism can make or break a deal. Let’s break down the dos and don’ts of selling etiquette – and how mastering them will help you stand out.

Selling Etiquette: The Must-Dos

‍1. Make a Strong First Impression

Customers decide whether they trust you within seconds. First impressions set the tone for the entire relationship.

What to do:

• Show up prepared and engaged.
• Ask about their business and challenges.
• Show genuine interest – people do business with those they like and trust.

2. Be Honest—Even If It Doesn’t Benefit You

Trust is everything in sales. If you oversell, exaggerate, or hide details, you’ll lose credibility. Customers are drawn to brands – and sales reps – they believe are trustworthy.

What to do:

• Be upfront about pricing, timelines, and challenges.
• Focus on long-term relationships over quick wins.
• If your solution isn’t the right fit, say so – honesty builds loyalty.

3. Master the Art of Listening

The best sales reps don’t just talk – they listen. Gong.io found that top-performing reps talk for less than 50% of the conversation.

What to do:

• Ask open-ended questions.
• Actively listen instead of waiting for your turn to talk.
• Show empathy and uncover their real needs.
• Use LAER: The Bonding Process®

4. Always Be Prepared

You wouldn’t go into a big presentation unprepared – so don’t do it in sales.

What to do:

• Research their company, competitors, and industry trends.
• Understand their challenges before you pitch.
• Bring relevant materials – product details, case studies, or tailored demos.

Selling Etiquette: The Deal-Killers

1. Don’t Talk Too Much (Or About Yourself)

Customers don’t want a monologue – they want a conversation.

What NOT to do:

• Talk endlessly about your product before understanding their needs.
• Interrupt or dominate the conversation.
• Overshare about yourself instead of focusing on them.

2. Never Trash the Competition

Bashing competitors makes you look insecure. Customers want solutions, not negativity.

What NOT to do:

• Compare your offering by putting others down.
• Focus too much on why competitors are bad instead of why you’re the right choice.

3. Don’t Let Emotions Control You

Frustration, anger, or stress can derail a deal. Sales is about emotional intelligence.

What NOT to do:

• Show visible frustration if a deal isn’t going your way.
• Take rejection personally.
• Let stress impact your tone or energy.

4. Don’t Rely Solely on Email and Phone Calls

Nothing beats face-to-face communication. It builds trust and eliminates misinterpretations.

What NOT to do:

• Default to email instead of scheduling a live conversation.
• Rely too heavily on digital communication when an in-person meeting would be better.

Want to Sell More? Master Selling Etiquette

Sales will always be human-to-human. How you interact, respond, and build trust matters just as much as your pitch.

Mastering selling etiquette isn’t just about being polite – it’s about winning more deals, strengthening relationships, and standing out from the competition.

Download our updated eBook: The Complete Guide to Selling Etiquette and take your sales skills to the next level!

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Why Great Sellers Don’t Always Make Great Leaders (And How to Fix That) 13 Mar 2025, 2:51 pm

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Why Cincinnati? The Heartbeat of Carew’s Legacy 12 Mar 2025, 3:30 pm

Cincinnati is where legendary sports teams take the field, world-class chili sparks heated debates, and Carew International calls home.

Cincinnati has shaped the way we do business. We train sales teams and leaders worldwide, but this city has influenced our approach in ways that go far beyond location.

Built on Relationships

Business in Cincinnati isn’t just about transactions. It’s about trust. Spend any time here, and you’ll quickly notice the first question isn’t “What do you do?” or “Where do you work?” It’s:

“Where did you go to high school?”

That’s Cincinnati. It’s a place where relationships come first, and that mindset aligns perfectly with how we approach sales and leadership training.

Sales isn’t about pushing a product. It’s about understanding people, building trust, and delivering value. These principles have defined Carew’s training for decades.

A Legacy of Sales Excellence

We’ve trained hundreds of thousands of professionals since our inception nearly 50 years ago. Everyone from local businesses to global organizations has learned what it really means to sell with integrity and lead with impact. And while we train on a global level, we remain in Cincinnati because this city represents everything we stand for.

• Resilience – Just like a great salesperson, Cincinnati never backs down from a challenge.
• Innovation – Home to industry leaders, Fortune 500s, and forward-thinking businesses.
• Community – Success here is built on connections, the foundation of sales excellence.

More Than a Headquarters. A Mindset.

And if you find yourself in town for a training session, grab a bowl of Skyline Chili (trust us on this one) and a scoop of Graeter’s black raspberry chip.

Welcome to a city and a company built for sales success.

Attending an Open-Enrollment Workshop?

In Cincinnati for one of our open-enrollment workshops?

Check out our full guide to everything to do, see and eat while you’re in the Queen City.

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Welcome to Cincinnati: Your Guide to the Queen City 12 Mar 2025, 3:11 pm

Welcome to Cincinnati, home of Carew International and the perfect spot to level up your sales game. While you’re here, don’t miss out on some of the best food, sights, and local spots – all just minutes from downtown.

Can’t-Miss Eats

If you leave without trying Graeter’s Ice Cream and Skyline Chili, did you even visit? You’ll find these Cincinnati staples in several places throughout the city. Grab a scoop of Black Raspberry Chip, then hit Skyline for a 3-Way or cheese coney.

Want something else? Head to The Banks (Downtown) – a hot spot for food and drinks right by the river.

After dinner, take a walk through Smale Riverfront Park and check out the John Roebling Suspension Bridge all lit up at night.

Other Downtown Favorites (Fountain Square and The Banks):

• Nicholson’s – Scottish pub vibes
• Nada – Next-level tacos
• McCormick & Schmick’s – Seafood and steaks
• Yard House – Huge beer selection – located in the Banks
• Jeff Ruby’s Steakhouse – Upscale, award-winning restaurant known for its prime steaks and exceptional service
• The Banks – Located right on the river and between the Bengals stadium and the Reds stadium, The Banks is packed with bars, restaurants, and nightlife, making it a go-to spot!

Over-the-Rhine

If you’re up for exploring, Over-the-Rhine (OTR) is just 1 mile from downtown and packed with history, food, and fun.

Top Picks in OTR:

• Findlay Market – Ohio’s oldest public market
• Rhinegeist Brewery – A must for craft beer fans
• Ghost Baby – Underground bar in a former beer tunnel
• The Eagle – Famous fried chicken and comfort food

Hyde Park / Oakley

Hyde Park and Oakley are fun, energetic neighborhoods with great eats, drinks, and entertainment options. They’re both less than10 miles from downtown, making it a quick Uber ride.

Things to Do in Hyde Park / Oakley:

• Cinemark Oakley Station – Huge movie theater with reclining seats
• MadTree Brewing – A local favorite for craft beer and wood-fired pizza
• Dewey’s Pizza – Hand-tossed pizza and fresh salads
• The Oak Tavern – Great wings and beer
• Sleepy Bee Cafe – Cozy brunch spot
• E+O Kitchen – All types of Asian food from the Philippines to Korea to Vietnam
• Hyde Park Square – Home to more than 100 unique shops, restaurants and events

Shopping & More

Need a little retail therapy? Rookwood Commons is just 4 miles away from downtown, with shops and restaurants back-to-back.

Just a few miles further north is the Kenwood Towne Center, a premier shopping mall featuring high-end retailers, popular department stores, and a wide variety of dining options.

Best Places to Refuel After Shopping:

• Taste of Belgium – Waffles that might change your life
• The Pub – Classic bar fare
• Agave & Rye – Tacos + tequila
• J. Alexander’s / Seasons 52 – Solid sit-down spots
• Ford’s Garage – Burgers and classic car vibes
• Wild Ginger Asian Bistro – Fresh sushi and flavorful Asian dishes
• Cheesecake Factory – Huge menu and legendary cheesecake
• Cooper’s Hawk Winery & Restaurant – modern American cuisine paired with house-made wines
• Chuy’s – fun, vibrant Tex-Mex restaurant

Ludlow Gaslight District

For a cool, laid-back vibe, Ludlow Gaslight District is just 3 miles from downtown.

Great Spots to Check Out:

• Biagio’s Bistro – Cozy Italian
• Gaslight Bar & Grill – Solid drinks & bites
• Ludlow Garage – Live music + pub
• Ambar India – Some of the best Indian food in town

Sports Fans, This One’s for You

Cincinnati takes sports seriously, so if you’ve got extra time, catch a game!

• Cincinnati Bengals (NFL) – Check out Paycor Stadium, right along the river at The Banks.
• Cincinnati Reds (MLB) – Great American Ball Park is next door, and a Reds game is always a good time.
• FC Cincinnati (MLS) – If soccer’s your thing, TQL Stadium in West End (1 mile from downtown) has an electric atmosphere.
• Cincinnati Cyclones (ECHL Hockey) – Catch a game at Heritage Bank Center right downtown.

Family-Friendly Fun

If you’re bringing family along or just want a break from the city, here are some top attractions to check out:

• Cincinnati Zoo & Botanical Garden – One of the top-rated zoos in the country! Say hi to Fiona the Hippo, see white tigers, and explore the lush gardens.
• Newport Aquarium – Walk across the Shark Bridge, touch stingrays, and watch playful penguins at one of the best aquariums in the Midwest.
• Cincinnati Museum Center at Union Terminal – A historic Art Deco train station turned museum. Home to the Natural History Museum, Cincinnati History Museum, and the Children’s Museum.
• Kings Island – If you have time for a day trip, this is one of the best amusement parks in the U.S. with roller coasters, water rides, and family-friendly attractions.

Welcome to Cincinnati, Home of Carew International!

At Carew International, we’re proud to be part of Cincinnati – a city built on innovation, resilience, and a commitment to excellence. Just like the businesses we work with, Cincinnati blends history with progress, making it the perfect place for professional growth and world-class sales training.

Curious about the connection between Carew and Cincinnati? Learn more here.

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Why Emotional Intelligence Matters for Sales Leaders (& 3 Ways to Boost It) 20 Feb 2025, 4:58 pm

Most sales leaders land their roles because of their selling skills or tenure – not because they’re natural-born leaders. The result? A common misconception is that sales leaders need to have all the answers.

Instead of listening and developing relationships, they spend their time talking, directing, and telling.

That’s a problem. Leadership isn’t about knowing everything but connection, influence, and trust. Emotional intelligence (EQ) is the missing piece, and when mastered, it turns a good sales leader into a great one.

Why Emotional Intelligence Matters in Sales Leadership

Sales is a human game. AI, data, automation, and CRM tools can help close deals, provide summarized or consolidated information, and simplify tasks. They will never replace trust, authenticity, and real connections. That’s where EQ comes in.

High-EQ leaders:

• Build deeper relationships with their teams – understanding their personal and professional motivations
• Adapt to different personalities, needs, and communication styles
• Are more interested in their team’s operating reality than their own
• Stay composed under pressure
• Create an environment where people feel valued and motivated

Bradberry and Greaves, authors of Emotional Intelligence 2.0, argue that EQ is more important to job performance than any other leadership skill.  

Their performance will suffer if your team doesn’t feel heard, understood, and supported.

The 5 Core Components of EQ

• Self-Awareness – Recognizing your own emotions and how they impact others
• Self-Regulation – Controlling emotional reactions, especially under stress
• Empathy – Understanding and appreciating the emotions/feelings and needs of others
• Social Skills – Communicating and building relationships effectively
• Motivation – Staying driven and optimistic while understanding the motivations of others and yourself, even in challenging situations

Three Ways to Boost Your Leadership EQ

1 – Understand Your Team’s Needs
Your job as a sales leader is to make everyone around you better. That means leading based on who they are, not who you are. Some professionals need frequent check-ins, while others prefer independence. One might thrive on public recognition, while another values a quiet, one-on-one “great job.” Know what fuels them and lead accordingly.

2 – Build in Time for Self-Reflection
EQ isn’t just about reading others – it’s about understanding your triggers. If you constantly react vs respond out of frustration or assumption, you’ll create tension instead of trust. Every morning, ask yourself:

“When did my emotions work against me yesterday?”

“Where did I get triggered?”

“What could I have done differently?”

The more you assess and become self-aware, the more you’ll recognize patterns and break bad habits before they damage relationships.

3 – Seek Feedback
No one grows in a vacuum. Ask your team what you could do differently. Be open to critique. Instead of getting defensive, ask follow-ups: What impact did that have on you? How could I support you better? The best leaders are coachable.

LAER: The Bonding Process® = EQ in Action

Carew International’s LAER: The Bonding Process® is a game-changer for high-EQ sales leaders:

• Listen – Give your full attention.  No interrupting, no jumping in with solutions.
• Acknowledge – Validate emotions.  “I can see why that’s frustrating.”
• Explore – Ask deeper questions.  “What would an ideal solution look like?”
• Respond – Provide a thoughtful, tailored response – not a generic directive.

Download our free whitepaper to learn more about handling objections confidently, defusing frustration, and strengthening trust.

The Competitive Advantage

Sales leaders with high EQ don’t just manage teams – they inspire them.  By making emotions work for you instead of against you, you’ll create an engaged, motivated, and high-performing sales force. 

Ready to take your leadership skills to the next level?  Explore Carew International’s training programs and start transforming your approach today.

The post Why Emotional Intelligence Matters for Sales Leaders (& 3 Ways to Boost It) appeared first on Carew Sales Training.

3 Barriers to Understanding Your Customer’s Reality 13 Feb 2025, 3:07 pm

Ever thought you were on the same page as someone, only to find out you weren’t even in the same book?  

It happens all the time in sales.  

We’re laser-focused on our agenda, our pitch, or our excitement to connect, that we assume the person we’re talking to is right there with us. 

Spoiler alert: They might not be. 

Take this scenario: You’re psyched for a meeting, you have a deal-winning solution, and you are ready to dive in and close the deal. Meanwhile, your buyer might be stressed, distracted, or even skeptical. The disconnect?  Their version of the story, not yours, and if you’re not tuned into their perspective, the conversation could slide off the rails. 

Here are three common culprits behind this disconnect and how to crush them to make space for more meaningful connections. 

1. Poor Listening: Are You Really Hearing Them? 

Let’s be honest: listening is hard work. Your brain processes language at over 600 words per minute, but most people speak at just 150-175 words per minute. That leaves your mind with a lot of free space to wander – and jump to conclusions. 

It’s like watching a movie but skipping 15 minutes ahead because you think you already know what happens. Guess what? You may have missed the plot twist. 

The Antidote: 

• Approach the conversation remembering you have been away while their work was continuing. Be genuinely curious about all that has happened since you saw them last. 

• Treat conversations like a podcast episode – listen actively, not passively. 

• Resist the urge to interrupt, predict, or finish their sentences. 

• Stay present. If your mind starts wandering, refocus by asking clarifying questions like, “Can you elaborate on that?” or “What does that mean for you?” Here is a whole list of questions you may want to ask.

• Use LAER: The Bonding Process® to stay locked in.

2. The Familiarity Trap: Assuming You Already Know 

When you know someone well – like a long-time client or a co-worker – it’s easy to think, I’ve got this. This false security can breed less attention instead of the full attention they deserve. Don’t forget, it took a long time to earn this relationship, we want to keep it.  

Assuming is not an effective communication strategy. How many times have you misunderstood someone close to you, like a partner or best friend? If it happens with them, it can absolutely happen with customers. 

The Antidote: 

• Approach every conversation with fresh eyes and ears. 

• Ask open-ended questions to fully understand each situation: “What does [that term] mean to you?” or “How do you see this playing out?” or “What will be the impact to the business if this does or doesn’t happen?” 

• Words may have definitions in the dictionary, but their true meaning comes from the people who use them. Each individuals’ experiences and emotions shape the meaning of the words they use in conversations. Your job is to decode them.

3. Your Personal Filters: Seeing the World Through Your Lens 

We all interpret the world through a unique set of filters built from our values, experiences, fears, and biases.

Think of how binoculars help focus on a subject far away; however, blocking out all the surrounding views may not reveal the big picture. We may be looking at a row of wildflowers and miss the herd of buffalo off to the East. 

An example: A freelancer working from home is buying a desk. The salesperson shows them a stylish and expensive designer desk.

The salesperson says, “This desk is handcrafted from imported oak, designed by a top Italian artist, and makes a bold statement in any office.

The customer says, “I just need something sturdy and functional that fits in my small home office space.” 

The salesperson replies, “But imagine how sophisticated your workspace will look! It’s a real conversation starter.” 

In this case, the salesperson is focused on aesthetic appeal and prestige, while the customer’s priorities are practicality and affordability. 

The Antidote: 

• Recognize that your perspective isn’t the only one. 

• When in doubt, ask a question: “Thank you for sharing that with me. Your perspective is important. Can you say more about that or share an example?” 

• Stay curious. Seeking understanding helps push your filters aside to have a clear view of the customer’s perspective. 

Final Takeaway: Make It About Them 

 While it is human nature to be in our own “Odds Are”, at the end of the day the only perspective that matters in selling is the customer’s.  Focusing elsewhere is a recipe for disaster or a buffalo stampede!

In other words, put the binoculars down!

When you make it your business to deeply connect to their world, their challenges, goals, and vantage point – you create the opportunity for authentic connection.

That’s where the magic happens. 

By actively listening, letting go of assumptions, and staying genuinely curious, you’ll do more than just engage with customers, you will earn their trust and build relationships that prosper. 

Your mission? Ditch the “there is nothing new here” mindset and master the art of listening to understand. The proof will emerge in your customer relationships and your results. 

The post 3 Barriers to Understanding Your Customer’s Reality appeared first on Carew Sales Training.

Champions on the Field, Leaders in Sales: Lessons from Ohio State’s National Championship Run 6 Feb 2025, 3:42 pm

I feel like sports analogies in sales can be overused. But watching my alma mater, Ohio State, during their National Championship Playoff run made me think about leadership. Despite the setback of a loss against their archrival, University of Michigan, Ohio State turned extreme disappointment and fan frustration into triumph.

They used that loss to create an “us vs. the world” mindset that pushed them to a new level of performance. In sales leadership, much like in football, the path to success is rarely linear.

Here are key leadership lessons from Ohio State’s championship run and how they apply to sales teams.

Embracing the Underdog Mentality

Ohio State’s season was defined by resilience. In the last game of the season, a tough loss to Michigan could have, and probably should have, derailed their championship dreams. Instead, it became the catalyst for a historic playoff run.

In sales, setbacks – like losing a major deal or client – happen. The key as a leader is to reframe challenges as opportunities to recalibrate and push forward with greater determination.

Sales Takeaway: When your team is faced with adversity, don’t view it as the end of the road. Instead, see it as an opportunity to learn, adapt, and come back stronger. This mindset not only drives individual performance but also fosters a culture of continuous improvement.

Turning Losses into Lessons

The loss to UofM taught Ohio State valuable lessons. Instead of letting it create an environment of finger-pointing and blame, they analyzed their performance, adjusted their strategies, and came back with renewed focus.

This approach is just as crucial in sales leadership. Each lost deal or challenging quarter provides insights that refine future strategies.

Sales Takeaway: Encourage your team to conduct “post-mortems” on losses. What worked? What didn’t? How can the approach be refined? When failures become learning experiences, resilience becomes the norm, and every setback turns into a stepping stone for success.

Fostering a Unified, Cohesive Team Culture

One of Ohio State’s greatest strengths was its unwavering vision of being a championship-level team. Every player, coach, and support staff member was committed to a common goal: winning a national championship. This unity allowed the team to overcome adversity and perform at their best when it mattered most.

The same applies to sales teams – a strong, trust-based culture is critical.

Sales Takeaway: Build a cohesive team where every member understands their role and feels valued. Regular team-building activities, transparent communication, and shared goals can transform a group of individuals into a powerhouse that consistently outperforms the competition.

Adapting with Agility

After their defeat, Ohio State didn’t stick rigidly to the old playbook. They pivoted, adjusted their tactics, and embraced new strategies that allowed them to surprise everyone with a fresh approach to their play calling.

In today’s fast-paced market, sales strategies must be just as agile. The ability to pivot in response to market changes, customer feedback, or competitive pressures makes all the difference.

Sales Takeaway: Adopt a mindset of continuous innovation. Encourage your team to be flexible and open to change. Whether it’s through ongoing training, adopting new technologies, or rethinking sales approaches, agility is a critical asset in staying ahead of the curve.

The Power of Communication

Effective communication was a cornerstone of Ohio State’s success. After the Michigan loss, Ohio State’s senior leaders held a closed-door team meeting where everyone got their frustrations off their chest. They decided how they would respond to negative press and what their collective mindset would be moving forward.

In sales, open lines of communication make the difference between a fragmented team and one that moves as a single, synchronized unit.

Sales Takeaway: Cultivate an environment where communication is not just encouraged but fundamental. Regular updates, open forums for feedback, and clear communication of goals and strategies ensure that every team member is aligned and ready to tackle challenges head-on.

Final Thoughts

Ohio State’s National Championship run is more than a sports story – it’s a masterclass in leadership and using losses to fuel a growth mindset. The ability to turn setbacks into stepping stones, the importance of a unified team culture, the need for agility in strategy, and the power of leading by example are lessons that resonate deeply in the world of sales.

Every loss carries a lesson. Every setback is a chance to adapt. And every victory is a testament to the power of resilience and teamwork.

Take a page out of Ohio State’s playbook, and inspire your sales team to push past obstacles, adapt with agility, and achieve greatness.

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