the sales cafe

First Steps to Empathy 0

First Steps to Empathy

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Ben Duffy discovered that the road to empathy begins with a series of questions you must ask and answer yourself. He figured out that by uncovering those things that are likely of most concern to the buyer, then turning those concerns into questions, and finally then answering those questions, you have walked yourself into the customer’s world.

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Salesperson as Collaborator 0

Salesperson as Collaborator

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There is no greater prospect than the customer you have worked so hard to earn the right to serve. And, there is no second greater prospect than the new buyer whose real needs fit your offering like a glove.

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Buyers and Sellers

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Corporate Executive Board (CEB) that found that 60% of a customer’s buying journey is over before a salesperson ever hears of an opportunity. Where does that leave your sales people?

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ABC! 0

ABC!

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Always Be Closing is one of the cardinal rules of sales. Sales expert Phil Angelico has a new take on it.

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Pay Me Now or Pay Me Later 0

Pay Me Now or Pay Me Later

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You may be involved in very short-term or very long-term sales processes with your cus­tomers, but the ram­i­fi­ca­tions of mov­ing too quickly through the early stages (which can be mea­sured any­where from min­utes to months) will cost you dearly.

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