Mark Blackmore



Sales follows a simple formula. No matter which way you look at it, it always comes back to a single, fundamental principle: the Single Sales Principle®, which states that ‘people buy when a compelling need is matched with a credible solution that offers perceived value’. This programme will help you to understand the reason why people buy, and exposes many sales myths. You will also be introduced to the “DECIDE” sales process, a methodology designed specifically to achieve results.

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He emphasized on balancing emotional and rational elements – the reminder to focus on compelling needs and the motivation to act.

He introduced the toothpaste analysis – showed differentiation, niche marketing, price referencing, design and brand.

He explained the sales process simply.

He got me thinking about how to identify what motivates our customers.