Tailoring How Customers Buy

Crucially important nowadays is to recognise that our role is to help the customer buy whatever product or service you sell. This is just as important in a business to consumer market than ever before. Firstly have a good grip on how your particular customer normally buys. For example, with mortgages and protection, it looks something like this: Our role is to help them along this process without them losing control, and there’s a variety of disciplines you can use. Here’s a couple of my favourites that I use every…

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The Path of Least Resistance

You have to keep it moving. The sale that is. As a salesperson, you have to keep it trundling along; otherwise, the transaction will stall and possibly grind to a halt. We’re having some work done to our cellar at home – I’m converting it into a home office so I can work from home in comfort. With high-speed broadband and an inbuilt video studio, I’m very excited. The original cellar is a Victorian coal bunker built underground since the house doesn’t have rear access which was a significant problem…

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How to Use Notes When Speaking

Way back in 1994, I ran a training team and was scratching my head as to what to buy them for Christmas. I came up with the idea of plastic recipe book holders so they could place their running notes on them at the perfect angle to read them from a distance. Running notes is a phrase I coined years’ ago to describe what speakers and trainers need to have to remind them what to say or do during a speaking or training engagement. Over the years I’ve developed various…

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