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.
In this lesson – entrepreneur, speaker and author Warren Cass – explains that influence is about affecting change without having to necessarily force the issue.
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.
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…
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.
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’.
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.
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.
In this lesson, Guy explains the opportunities but more importantly, the pitfalls involved when buying another company.
In this lesson, Guy Rigby explains how Network thinking reflects the modern approach to business (Open, Random and Supportive).
