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’.
Do people buy only on benefits or to avoid loss?
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.
How important is your mindset in selling?
You don’t consider you’re a natural salesperson – but you’ve just started your own business, and you are trying to make some sales for yourself – so how, or where, do you start?
How has the marketing mix changed?
Marketers used to talk about the 4P’s. Are they still relevant or have we moved on from there?
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).
How do you stay focused?
There are hundreds of challenges presenting themselves on any one day, in any given week, for any business leader. Nicci Roscoe discusses the techniques a business leader can use to make sure they stay focused on the task in hand.
