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...
