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.
Why don’t confused brains buy? …and other selling tips
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.
What are the risks incurred when expanding a company via acquisition?
In this lesson, Guy explains the opportunities but more importantly, the pitfalls involved when buying another company.
What is network thinking?
In this lesson, Guy Rigby explains how Network thinking reflects the modern approach to business (Open, Random and Supportive).
How do you stay focused?
There are hundreds of challenges presenting themselves on any one day, in any given week, for any business leader. Nicci Roscoe discusses the techniques a business leader can use to make sure they stay focused on the task in hand.
