by J.P. Thompson | Dec 1, 2017 | Sales Training, Salescafe (Blog)
Resistance: The action of opposing something. Resistance is typically a limiting belief or attitude about what is being presented. As a sales representative, you will want to relax these restrictions those limitations impose, and a simple, effective way to do that...
by J.P. Thompson | Feb 16, 2017 | Salescafe (Blog), Selling Skills
“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...
by J.P. Thompson | Nov 17, 2016 | Sales Training, Salescafe (Blog), Selling Skills
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...
by J.P. Thompson | Oct 24, 2016 | Sales Training, Salescafe (Blog), Selling Skills
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...
by J.P. Thompson | Oct 17, 2016 | Sales Training, Salescafe (Blog), Selling Skills
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,...
