Many sales people still maintain that selling is ‘all about the price’. This would mean that we would all buy the cheapest food or clothes, but we don’t. In this lesson, Sales and Marketing educator Mark Blackmore, explains to Grant Leboff that price isn’t everything, it’s the perceived value of a product that counts.
Exposing Sales Myths #4 – Customers like to talk about themselves
One of the biggest challenges for a salesperson is trying to create a rapport with a customer. Mark explains that getting customers to open up and talk is not all about discussing the golf trophy on the office wall.
Exposing Sales Myth #3 – People Buy People
Mark Blackmore explains to Grant Leboff that customers will only ‘buy you’ because you have the expertise and personal credibility that they seek. It isn’t because you’re a great guy, or take him for golf, or because your corporate hospitality is fabulous.
Exposing Sales Myth #2 – Attitude Sets Altitude
Mark Blackmore discusses with Grant Leboff that successful selling is not a case of attitude setting altitude. It’s a firm belief in the value proposition of what you are selling.
Exposing Sales Myths #1 – Always be closing
Sales and Marketing educator, Mark Blackmore, explains to Grant Leboff why the salesmen’s mantra – that they should ‘always be closing’ – is no longer appropriate in today’s selling environment.
The importance of the single sales principle
What makes a good salesperson? In this lesson, the last of this series, Sales and Marketing educator, Mark Blackmore, sums it up in 16 words.
Exposing Sales Myths #8 – Fail to plan, plan to fail
Surely all sales people have to plan their calls ahead, but how much planning is too much? In this lesson, Sales and Marketing educator, Mark Blackmore, discusses with Grant Leboff where to find a balance between too much research and actually selling.
Exposing Sales Myths #6 – Sell the sizzle not the sausage
In a world where so many products are commoditised and it is difficult to tell competing products apart, surely it’s the sizzle in the presentation that makes the difference? In this lesson, Sales and Marketing educator, Mark Blackmore, explains his view that this isn’t always the case.
Exposing Sales Myths #5 – It’s a numbers game
Many people insist that sales is a numbers game. To be successful, all you need to do is just keep bashing away, making the meetings, knocking on the doors… but Sales and Marketing educator, Mark Blackmore, disagrees. In this lesson, Grant Leboff asks him to explain his thinking.
