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Logic versus emotion

You can’t draw somebody into really engaging with the logic of your product or service unless you’ve first triggered an emotional response. In this lesson, Bryony Thomas, a consultant and trainer in marketing transformation programmes, explains what she calls, the logic sandwich.

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Working in the V zone

What’s the most important issue for you as a marketer? You’ve got your customer’s needs on one hand, the company’s needs on the other, and the ‘V’ zone is the bit in the middle – that’s were you are. Thomas Barta, explains how a marketer can identify where that ‘V’ zone is.

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How does neuroscience apply to selling?

More has been learnt about the human brain and how it functions, probably in the last 10 years than in the whole of human history.

In this lesson, Simon Hazeldine MSc., an international consultant in the areas of sales, negotiation and leadership explains how that can help, not just B2B but what he calls ‘Brain to Brain’ selling.

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What is influence?

In this lesson – entrepreneur, speaker and author Warren Cass – explains that influence is about affecting change without having to necessarily force the issue. 

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The Buying Journey

In order to get your marketing right, you’ve got to understand the buying journey of the customer. In this lesson, Bryony Thomas, a consultant and trainer in marketing transformation programmes, sets out how, from a standing start, someone starts to do that.

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How do I close a sale?

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’.