How did the London Underground improve customer satisfaction, without improving its efficiency? In this Vlog Grant explains how ‘certainty’ can change a customer’s perception.
The Hitchhiker’s Lesson
Are you losing your prospect’s attention with too much ‘information overload’? In this Vlog, Grant explains a simple test to set you on the right road.
The Importance Of A Meeting Of Values
When you meet a prospect for the first time, do you make sure that you have agreement on the major questions of our time like; capital punishment, wealth distribution, and abortion? Of course not, explains Grant, but you do need to have a meeting of business values
Loss Aversion
Have you mislaid some cash or something really important recently? Did you think you had lost it? Do you remember how hard you tried to retrieve it? That feeling is called ‘Loss Aversion’
The 4 Buyer’s Fears
When was the last time you made a major purchase without any concerns? In this Vlog, Grant Leboff explains that as buyers, we all have fears when we make a major purchase, and the more you can mitigate those fears, the easier it will be to make a sale
Do you understand your customer’s ecosystem?
You may be very experienced and smooth in delivering your sales presentation, but there is every chance that your customers may have other, related, personal or business considerations on their minds apart from just listening to you.
Are you going to the right parties?
We all make platitudes about – business being about reputation, it’s about who knows you and who you know – and yet how many people strategically ensure they are known by the right people?
Why Would You Ever Close A Sale?
Why do people use the term ‘closing a sale’? In this Vlog, Grant Leboff explains why it’s the worst possible term you could ever use.
No Thanks Just Looking
Why is it that when you walk into a shop, and the sales assistant asks ‘can I help you’, the first thing you say is, ‘No thanks. I’m just looking’. In this Vlog, Grant Leboff explains why you respond in that way and how that lesson can help you when selling in business.
The Lie About Open And Closed Questions
People don’t play the game anymore. Why do customers only give one word answers – when politicians, who are asked for a yes or no answer, can drone on for what seems like hours? In this VLOG, Grant Leboff explains why and how to overcome your dilemma
