Finding The Sticking Point™ - Sales Training

Increase Sales by Transforming Customer Resistance into Customer Engagement

What is The Sticking Point?

Every customer provides signals about their “Sticking Point” that lead you directly to their core emotional needs. The Sticking Point is a place where your customer digs in and begins to resist your approach either visibly or invisibly. It can be a cognitive Sticking Point (“This doesn’t make sense”) or an emotional Sticking Point (“This doesn’t feel right”). What happens when your salespeople encounter a Sticking Point? Do they begin to push, use persuasive logic or spew out convincing data?

Our research shows that over 60% of North America’s sales representatives take a push approach when faced with a Sticking Point. This is bad for business. You win the argument but lose the sale. That’s because people will tolerate your conclusions but act on their own.

Salespeople act out on one of three orientations when they run into a sticking point: they push, give in, or pull.

The Sticking Point for Sales uses Pull Conversation methodology. Participants utilize the skills they learn to resolve real-world sales issues.

Benefit to You

This program is a customized blend of experiential training and practice simulators designed to help salespeople:

Sustain strong customer relationships in order to maintain healthy pipelines
Increase their understanding of the core emotional needs that drive every sale
Equip them with more skill, emotional intelligence and professionalism
Increase their productivity and improve sales results
Build trust and cohesiveness
Use powerful invitational language to make themselves understood to the customer
Maintain personal energy levels to achieve sales targets

The typical sales executive spends 50 to 95 per cent of his or her time in conversation either face-to-face, in meetings, on the telephone or through e-mail. If engaging in conversation is the activity your salespeople do most, think about the return on investing in those skills. The Sticking Point program is designed for any sales professional who needs to produce better results and get more from their time.

Sticking Point Book Image Based on the book by Brady G. Wilson - Finding the Sticking Point - Increase Sales by Transforming Customer Resistance into Customer Engagement.

Learn more about Finding The Sticking Point™:
Please contact us at Juice for complete details. We will work with you to select the most effective blend of services designed to ensure you achieve targeted and sustainable results.
Tel: 519.822.5479
Toll Free: 888.822.5479
Email: Info@juiceinc.com