The common presumption of sales people is that they sell the benefits and the reasons and the value that their product or service has to offer. But in this lesson, Nicola Cook, explains that many customers buy, not to gain the benefits, but to avoid the loss.
How do I turn prospects into customers?
In this lesson, Author, Speaker and Strategist, Grant Leboff, discusses with Dave Harries the essentials of both on-line and off-line prospecting.
How do I get more prospects?
In this lesson, Author, Speaker and Strategist, Grant Leboff, discusses with Dave Harries the essentials of both on-line and off-line prospecting.
The Importance of Purpose
In this Vlog, Grant explains that whilst he has a profit motive in his consultancy, as a customer, you will want to know what is in it for you. For that to happen, he has to have a bigger purpose than just earning a living.
Why don’t confused brains buy? …and other selling tips
If there is a profusion of choice, then often customers will do nothing. In this, the last lesson of the series, Simon Hazeldine MSc., – an international consultant in the areas of sales, negotiation and leadership – demonstrates that if you if you want your customer to buy, you need to limit the choice.
What are the risks incurred when expanding a company via acquisition?
In this lesson, Guy explains the opportunities but more importantly, the pitfalls involved when buying another company.
What is network thinking?
In this lesson, Guy Rigby explains how Network thinking reflects the modern approach to business (Open, Random and Supportive).
Everybody is a Media Personality Now
These days, everybody needs to think of themselves as a media personality.
The Problem With The Traditional Sales Funnel
Grant Leboff on the problem with Traditional Sales Funnel (Sales Institute, Dublin)’
Why has marketing hijacked social media?
Marketing used to be responsible for corporate-to-person communications and sales teams used to talk to customers directly. So why has marketing hijacked social media?