Category Archive

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.

If you are selling, setting professional goals makes sense, but setting personal goals? Nicola explains how personal goals are integral with people’s day to day motivations.

Why it is important to sell a prospect an emotional attachment, as well as the product or service that is being sold?

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’.

In this lesson, Nicola Cook explains how salespeople need to have ‘Scooby ears’ when looking out for buying signals! Watch this lesson to find out more…

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.

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’.

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.