by J.P. Thompson | Apr 11, 2016 | Featured, Sales Training, Salescafe (Blog)
A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty. ~ Winston Churchill “I like the ease of use, but it is too expensive.” What did you hear the prospect say? During a sales interaction, it is important to stay...
by J.P. Thompson | Apr 7, 2016 | Featured, Sales Training, Salescafe (Blog)
The #1 hindrance to a sales representative during a sales interaction is that they mistake mild interest for a desire to act on a need and begin providing too soon. The result . . . resistance! Sales representatives tend to skip an important phase that fully develops...
by J.P. Thompson | Mar 7, 2016 | Featured, Sales Training, Salescafe (Blog)
Is the attentiveness by your prospect just an illusion? It just might be! Your assertiveness is the key. There are two typical behaviors a prospect will demonstrate when they react to a salesperson who is naturally more assertive than themselves. Typically in the...
by J.P. Thompson | Jun 3, 2012 | Salescafe (Blog)
Do you know someone who just brings you down within minutes of being with them? You actual start to feel as bad as they do. Surprise! When you start to interact with them they are giving you subtle commands to feel as bad as they do. Linguistically, they are known...
