by J.P. Thompson | Jun 15, 2016 | Sales Training, Salescafe (Blog)
Through our experiences we have developed an internal representation system or how we process information in an attempt to understand something. Some people understand through sight, some sound, some feeling, and some self-talk. Once you understand a customer’s...
by J.P. Thompson | May 19, 2016 | Featured, Sales Training, Salescafe (Blog)
It should! Henry Ford once said, if you think you can or if you think you can’t you’re right! This could not be truer when selling. Compare these two sales representatives making sales calls with a similar product. One has the attitude, “It is a question of will the...
by J.P. Thompson | May 5, 2016 | Sales Training, Salescafe (Blog)
People take action because of consequences they perceive, either real or imagined. It’s that simple. Your customers are no different. If you have a customer that has not taken any action after numerous sales calls and there is no real “true concern” about using...
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...
