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I am a one man business and don’t believe I can afford to spend money on developing a big brand. So do I really need one?	"Problem Maps™" If you fail to fully understand your buyer’s motivation, you may only think that you are presenting your customer with a compelling reason to buy your product or service. Problem Maps™ help you speak in a language your buyer understands.	"It's not all about Problems & Solutions" When selling, only looking at your buyer’s problems and their solutions, without considering their wider picture, can actually prevent sales success. Grant explains why we need to consider the buyer’s other agendas.
I heard you speak about the ‘USP v ESP’. How do I find my ESP (Emotional Selling Point) when I am a men’s hairdresser?	"Selling is not about Transactions" If you know your solution for your customer is not quite right, but they are willing to buy from you, do you do the deal? Grant Leboff explores how to be ethical in selling and still be successful.	"Developing a Narrative" We all hear about Handling Objections, Closing etc., but we rarely hear about the importance of Developing a Narrative. Grant explains what we mean by a narrative and why it helps you engage with your potential customer.
I have a small retail clothing store, with a young customer base. Because customers kept coming in on a Monday to return items bought on the previous Thursday, I no longer give refunds; but I will exchange items. I am now worried if that is going to affect my business, because many retailers give refunds. Have I made the right decision?	"Selling in a changing world" The traditional world of Sales & Marketing is obsolete. In order to ensure we have a suitable model for today, we need to understand the changes that have occurred and their impact on the marketplace.	"Understanding Buyers' Fears" In the 1980s, sales gurus taught us that people don't like being sold to, but they like buying; so dont sell to them, help them buy. Grant explains why this is false, misleading and stops you being truly effective
I am an accountant, not a salesman, and I always struggle to bring new clients into the firm. What can I do to improve my situation?		"Branding" The perception in the marketplace is that branding is only for big campaigns, but branding is for everybody and small businesses avoid it at their peril. Grant Leboff explains how to build a brand, without breaking the bank.
I struggle to get past the secretary or P.A. What should my approach be when I am trying to speak to the decision maker or buyer?		"Forget About Your USP" The 'USP' encourages businesses to ask themselves 'Why am I different', but this is the wrong question to ask and can lead to catastrophic results. So what question should you be asking?
How do I follow up on a quote without appearing to be chasing for the order?		"The Myths of Benefit Selling" Selling 'Benefits' can sound like platitudes to buyers, leading to a customer's objections. So what should you be asking about your product or service that will enable you understand your buyer's motivation?