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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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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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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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Does A “NO” Suprise You?

Posted by on May 19, 2016 in Featured, Sales Training, Salescafe | Comments Off on Does A “NO” Suprise You?

Does A “NO” Suprise You?

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 customer commit to using my product,” and the other, “It is not a question of if, but when will the customer commit.” Which one of these sales representatives do you think will be more successful at making sales calls? That’s right, the second sales representative has the advantage. The reason for this is their mental state about...

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LIMITLESS! Well not quite.

Posted by on Apr 25, 2016 in Featured, Sales Training, Salescafe | Comments Off on LIMITLESS! Well not quite.

LIMITLESS!  Well not quite.

“Oh, what a tangled web we weave when first we practice to believe.” – Laurence J Peter, Best known for the formulation of the Peter Principle. How many ways do you have to make a sales call more difficult than it is? Limiting beliefs, we all suffer them and they are the great saboter of a sales call. Scared, are you? Don’t be.  It is not a medical malady or a psychiatric disorder.  It is simply something you acquire as you tread along the path life sets for you. Unfortunately, limiting beliefs do not work in your favor and therefore you need to do something about them. What are...

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