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.
Exposing Sales Myth #3 – People Buy People
Mark Blackmore explains to Grant Leboff that customers will only ‘buy you’ because you have the expertise and personal credibility that they seek. It isn’t because you’re a great guy, or take him for golf, or because your corporate hospitality is fabulous.
How does pricing strategy work online?
Internet psychologist Graham Jones, together with Grant Leboff, discuss whether there is a place for offline marketing activity in a digital world.
Exposing Sales Myth #2 – Attitude Sets Altitude
Mark Blackmore discusses with Grant Leboff that successful selling is not a case of attitude setting altitude. It’s a firm belief in the value proposition of what you are selling.
Do people buy emotion?
Why it is important to sell a prospect an emotional attachment, as well as the product or service that is being sold?
Exposing Sales Myths #1 – Always be closing
Sales and Marketing educator, Mark Blackmore, explains to Grant Leboff why the salesmen’s mantra – that they should ‘always be closing’ – is no longer appropriate in today’s selling environment.
How can sales people generate more opportunities?
How can salespeople maximize the opportunities they have when they’re with clients? In this lesson, Nicola Cook explains the three ways to increase revenue
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…
