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’
The 4 Buyer’s Fears
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
Do you understand your customer’s ecosystem?
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.
Are you going to the right parties?
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 Would You Ever Close A Sale?
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.
No Thanks Just Looking
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.
The Lie About Open And Closed Questions
People don’t play the game anymore. Why do customers only give one word answers – when politicians, who are asked for a yes or no answer, can drone on for what seems like hours? In this VLOG, Grant Leboff explains why and how to overcome your dilemma
Why the ‘gift of the gab’ doesn’t matter in sales
What sort of person do you want to employ in a sales role? In this Vlog, Grant explains how the skills of a ‘typical’ salesperson have now changed
Getting inside your customer’s mind – Marketing Position
Ask most people what they consider is the safest brand of car, and the first one they’re likely to suggest is a Volvo. In this VLOG, Grant explains why.
A picture paints a thousand words but who cares?
Imagine trying to memorise a poem visually, where you’re not allowed to say the words out loud. You’d find it almost impossible. Grant explains that there’s a good reason for that and how it applies to your business.
