by J.P. Thompson | Jul 4, 2016 | Sales Training, Salescafe (Blog)
In my two previous posts, I have discussed identifying and then appealing to a prospect’s internal representation system, their thinking pattern (Perceptual Modes) for greater understanding and acceptance of your sales message. Now what if you could know what your...
by J.P. Thompson | Jun 23, 2016 | Sales Training, Salescafe (Blog)
In my previous post, The Gate Keeper You Will Never Meet, I discussed how to identify a prospect’s/customer’s perceptual mode (thinking pattern) and I focused the discussion on the four modes primarily used for decision-making. Now I am going to discuss how to appeal...
by J.P. Thompson | Jun 15, 2016 | Sales Training, Salescafe (Blog)
Through our experiences we have developed an internal representation system or how we process information in an attempt to understand something. Some people understand through sight, some sound, some feeling, and some self-talk. Once you understand a customer’s...
by J.P. Thompson | May 19, 2016 | Featured, Sales Training, Salescafe (Blog)
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...
by J.P. Thompson | May 5, 2016 | Sales Training, Salescafe (Blog)
People take action because of consequences they perceive, either real or imagined. It’s that simple. Your customers are no different. If you have a customer that has not taken any action after numerous sales calls and there is no real “true concern” about using...
