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,...
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...
