Salescafe

Try Not!

Posted by on Feb 16, 2017 in Featured, Salescafe | Comments Off on Try Not!

Try Not!

“Try not!  Do or do not, there is no try.” – Yoda How can such a small word create such a problem for you?  The word try depicts difficulty at the unconscious level.  The moment the word is thought or uttered, you have told either yourself or your prospect it will be difficult to do, if not impossible.  So, beware! We as salespeople are not paid to try.  We are paid to do!  When you call on a prospect you either do or do not. There is no try.  The moment you think: “I will try my best to sell them,” or “I tried my best to sell them,” at a deep psychological level you have in essence, shot...

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WANTED! Most Influential Sales Words

Posted by on Nov 17, 2016 in Featured, Salescafe | Comments Off on WANTED! Most Influential Sales Words

WANTED! Most Influential Sales Words

Every word has meaning. Changing just one word can have a tremendous impact on your sales call.  The purpose of communication is to trigger a reaction.  Every moment you are in front of the customer they are reacting to you either consciously or unconsciously.  Word choice is extremely critical to the success or lack of success during a sales call. For example, in a discussion with my doctor about the salespeople who call on him and what he likes and dislikes, he told me when a sales representative opens the call with words like:  I want to discuss . . . or I want to talk with you . . . he...

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Stop The Sales Talk!

Posted by on Nov 10, 2016 in Salescafe | Comments Off on Stop The Sales Talk!

Stop The Sales Talk!

The Pareto Principle is known by the common term of the 80-20 rule.  You can apply it to all your sales calls for greater sales success. How does the Pareto Principle pertain to the face-to-face sales call? In a previous post “The #1 Hindrance. Are you a victim?” the number one hindrance to a salesperson during a sales interaction is that they mistake a prospect’s mild interest for a prospect’s desire to do something and provide too soon.  That is, the salesperson talks too much.  The more you talk, the more challenging the sales call can become. Using the Pareto Principle means that your...

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MISMATCHER: A Difficult Customer Made Easy

Posted by on Oct 24, 2016 in Featured, Salescafe | Comments Off on MISMATCHER: A Difficult Customer Made Easy

MISMATCHER: A Difficult Customer Made Easy

You say up, they say down.  You say hot, they say cold.  You know this type of customer.  So, I wanted to spend this week’s post on a customer you may not think much about until you are face-to-face with one and then have to respond, now!  You may encounter this type of customer from time to time and they are someone who appears to disagree with just about everything you say during your sales interaction.  They are known as mismatchers.  They state the opposite of what is being said to them. Mismatchers usually disagree on principle since they have a natural tendency to see the differences...

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Decision Strategy: What You Don’t Know About Selling

Posted by on Oct 17, 2016 in Sales Training, Salescafe | Comments Off on Decision Strategy: What You Don’t Know About Selling

Decision Strategy: What You Don’t Know About Selling

Really, you don’t even know your own.  If I asked you how you make a decision you will give me decision-making “content,” not your strategy.  You may talk about price, size, convenience, ease of use, or other criteria, not your strategy!  No one knows his or her strategy.  It is outside your awareness and happens at an unconscious level.   All you know is whether the decision you are about to make looks right, sounds right, feels right, or seems right to you.  The only way to know is to have someone elicit it by watching your eyes. It’s the same with your customer.  “The eyes have it!”...

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What Is Strategy?

Posted by on Oct 17, 2016 in Featured, Salescafe | Comments Off on What Is Strategy?

What Is Strategy?

I saw that my last post showed up on a search of “what is decision strategy”.  So, I wanted to talk about “STRATEGY”.  What it means to you, not Corporate America.  Merriam-Webster defines “STRATEGY” as:  “a careful plan or method”. We have strategies that are, careful plans or methods for everything we do in life from  getting up, showering, putting our clothes on, to making decisions, making a change, and even for falling in love.  Yes, you have a strategy for falling in love.  Our strategies come from our life experiences and we rely on them religiously.  For the most part these...

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