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...
