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How do I close a sale?
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In this lesson, Nicola Cook explains the three key parts to the closing process, and how the bottom line sometimes comes down to simply, ‘taking the dog for a walk’.

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How do I build a compelling customer proposition?
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Every salesperson needs to create something that’s compelling for their customers. In this lesson, Nicola Cook, author of The Secrets of Success in Selling, explains how to take the value that a company offers and make it compelling.

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How do I qualify my customers?
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One of the things that’s underestimated in sales, is the importance of qualifying prospects. Nicola Cook, explains the techniques a sales person needs in order to qualify a prospect’s buying intentions and, thereby, make their job that much easier.

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How do I engage my prospect?
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When meeting a new prospect, just telling them you are a (another) training company or product manufacturer offers no value. Nicola Cook, explains that engaging a prospect’s interest in your offer starts with your ‘prologue’.

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Do people buy only on benefits or to avoid loss?
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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.