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 | 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 | 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...
