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
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’
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
Why is it that before you get married, traditionally you get ‘engaged’? In this Vlog, Grant explains, what ‘engagement’ means in marketing terms, and how you need to employ it for your business
Are there so many competitors in your marketplace that you find it difficult to cut through the noise? In this Vlog, grant explains that you have got to ‘pick the right pond’.
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.
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 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.
The traditional marketing purchase funnel works on this premise; If I shout at enough people, I’ll get a few responses and some business. In this Vlog, Grant explains that today, these dynamics of marketing have changed.
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.