Surely all sales people have to plan their calls ahead, but how much planning is too much? In this lesson, Sales and Marketing educator, Mark Blackmore, discusses with Grant Leboff where to find a balance between too much research and actually selling.
What are the key ingredients for an on-line store?
Are you setting up an e-commerce site or a shopping basket on your website? In this lesson, Grant Leboff asks Internet psychologist Graham Jones, what he considers to be the key ingredients to a great online store.
How do I build a compelling customer proposition?
Every salesperson needs to create something that’s compelling for their customers. In this lesson, Nicola Cook, author of The Secrets of Success in Selling, explains how to take the value that a company offers and make it compelling.
How do e-commerce sites generate trust?
Grant Leboff asks Internet psychologist, Graham Jones, what the techniques are that companies can use to try and win some of that trust in an online environment?
Exposing Sales Myths #7 – Money Talks
Many sales people still maintain that selling is ‘all about the price’. This would mean that we would all buy the cheapest food or clothes, but we don’t. In this lesson, Sales and Marketing educator Mark Blackmore, explains to Grant Leboff that price isn’t everything, it’s the perceived value of a product that counts.
How should an e-commerce site use sharing?
In this lesson, Grant Leboff asks Internet psychologist Graham Jones, how e-commerce sites can generate the equivalent of ‘off line, word-of-mouth recommendation’, when customers buy on-line.
How do you get repeat customers on-line?
In this lesson, Internet psychologist Graham Jones, discusses with Grant Leboff some of the tricks of the trade to get people to come back to a website.
Exposing Sales Myths #4 – Customers like to talk about themselves
One of the biggest challenges for a salesperson is trying to create a rapport with a customer. Mark explains that getting customers to open up and talk is not all about discussing the golf trophy on the office wall.
How do you reduce abandonment on e-commerce sites?
Internet psychologist Graham Jones, discusses with Grant Leboff some of the elements leading to three quarters of shopping carts being abandoned, the nuances of shopping cart page design and the relevance of having an off-line, as well as an online presence.
Why is personal goal-setting so important in business?
If you are selling, setting professional goals makes sense, but setting personal goals? Nicola explains how personal goals are integral with people’s day to day motivations.
