Why it is important to sell a prospect an emotional attachment, as well as the product or service that is being sold?
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.
What’s the difference between Business Vision, Strategy and Tactics?
In this lesson, Guy Rigby – chartered accountant, entrepreneur, author, mentor and advisor to dynamic owner-managed businesses – sets out the essentials to building and selling a business.
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.
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.
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.
How do you spot buying signals and recognise when it is the right time to close?
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…
How do I qualify my customers?
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.
How do I engage my prospect?
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.
