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Carl Dispoto is one of the greatest sales manager that we know. It is not just theoretical conversation but Carl is actively practicing in his field of expertise. One of the highlights that we have enjoyed are the STEW questions. We know that we should ask open ended questions when we are selling. 

ALL OPEN ENDED QUESTIONS ARE NOT CREATED EQUALLY. Carl shares some of the questions that he has seen work:

S - Show me...
T - Tell me...
E - Explain to me...
W - Walk me though...

Some of the other points in this conversation are:

• How do you coach up reps in the field?
• How do you encourage your reps to perform?
• How do sale reps enter into management?
• What attributes lead to good management?
• Know your reps personally and what drives them.
• Don't put me in a position to move away from you as a rep.
• Don't give your prospects an automatic out when delivering your pitch!

If there are management tips that we are missing, please reach out and join in the conversation:

[email protected]
[email protected]

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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