by J.P. Thompson | May 1, 2018 | Featured, Sales Training, Salescafe (Blog)
“Too expensive.” What did you hear? “Your price is too high!” or “I’m just not seeing the value.” Depending on what you heard, it will dictate how you handle the price concern. You are now either focused on the price of your product or focused on the value your...
by J.P. Thompson | Apr 1, 2018 | Featured, Sales Training, Salescafe (Blog), Selling Skills
Let’s begin with a basic premise. “When people are in rapport, they behave the same. When they are out of rapport they behave differently.” (The Chameleon Effect) Have you ever met someone for the first time and for some reason you weren’t comfortable interacting...
by J.P. Thompson | Mar 1, 2018 | Featured, Sales Training, Salescafe (Blog)
Really, you don’t even know your own. If I asked you how you make a decision you will give me decision-making “content,” not your strategy. You may talk about price, size, convenience, ease of use, or other criteria, not your strategy! No one knows his or her...
by J.P. Thompson | Feb 1, 2018 | Salescafe (Blog)
The Pareto Principle is known by the common term of the 80-20 rule. You can apply it to all your sales calls for greater sales success. How does the Pareto Principle pertain to the face-to-face sales call? In a previous post “The #1 Hindrance. Are you a victim?” the...
by J.P. Thompson | Jan 2, 2018 | Featured, Sales Training, Salescafe (Blog)
“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...
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...
