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 | 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 | 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 | Apr 11, 2016 | Featured, Sales Training, Salescafe (Blog)
A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty. ~ Winston Churchill “I like the ease of use, but it is too expensive.” What did you hear the prospect say? During a sales interaction, it is important to stay...
