The Selling Essentials Minute™

One powerful sales tip in about sixty seconds.

This series of sales training videos is a great way to kick off sales meetings. Managers love them because they’re fast and effective. Salespeople love them because they’re entertaining and deliver a short burst of sales knowledge that will help them win more sales.

Thumbnail image for Ep. 15: Green Leads

Ep. 15: Green Leads

May 3, 2012 by tjoneill

Many sales pros would be tempted to abandon leads who say they aren't interested. But most of those leads just need time and nurturing before they're ready to buy. Watch this short video and learn why seemingly worthless leads might actually lead to big sales further down the road.

Take a minute and watch it now →
Thumbnail image for Ep. 14: Sales Myopia

Ep. 14: Sales Myopia

April 3, 2012 by tjoneill

Of course every sales rep needs to be knowledgeable about the product they're selling. But if you're too laser-focused on your product or service, you won't be focused on what your customer really needs. Watch this short video to learn how to avoid sales myopia.

Take a minute and watch it now →
Thumbnail image for Ep. 13: Conversational Icebergs

Ep. 13: Conversational Icebergs

March 16, 2012 by tjoneill

When a buyer drops an offhand remark, can you recognize the message they're trying to send? Noticing these conversational icebergs is critical to maintaining a positive relationship with a customer. Watch this video to learn how to identify the offhand remarks that could cause trouble later on.

Take a minute and watch it now →
Thumbnail image for Ep. 12: The Post Close

Ep. 12: The Post Close

February 23, 2012 by tjoneill

You thought the deal was sealed up tight, but your buyer just called and said he's having second thoughts after talking to his current vendor. So how can you prevent a new buyer from wavering after you've closed the sale? Watch this short video to learn how you can ensure a sale stays closed.

Take a minute and watch it now →
Thumbnail image for Ep. 11: The Three R's: Dealing with Angry Customers

Ep. 11: The Three R's: Dealing with Angry Customers

February 7, 2012 by tjoneill

Angry Customers want more than just a shoulder to cry on. They want to know that you -- not your company, YOU -- are able to going to help them. Watch this short video and learn a technique for dealing with angry customers effectively.

Take a minute and watch it now →
Thumbnail image for Ep. 10: Cold Calling: Timing It Right

Ep. 10: Cold Calling: Timing It Right

January 17, 2012 by tjoneill

When's the best time to try to cold call a sales prospect? The answer might not be what you expect. Watch this short video to find out what days and times lead to the greatest success when trying to cold call.

Take a minute and watch it now →
Thumbnail image for Ep. 9: Your Magic Moment: Selling the CEO

Ep. 9: Your Magic Moment: Selling the CEO

December 19, 2011 by tjoneill

So you've finally gotten an opportunity to make a pitch to the CEO. What do you have to do to make the absolute most of your time in the C-Suite? Watch this short video to find out.

Take a minute and watch it now →
Thumbnail image for Ep. 8: Feedback! Find the Facts!

Ep. 8: Feedback! Find the Facts!

November 28, 2011 by tjoneill

What's the best way to avoid getting negative or unhelpful feedback? By avoiding the most dangerous question in sales. Watch this short video to learn what that question is, and how asking it can be a critical mistake.

Take a minute and watch it now →
Thumbnail image for Ep. 7: Second Sales Efforts: The Unexpected Question

Ep. 7: Second Sales Efforts: The Unexpected Question

November 8, 2011 by tjoneill

When a prospect offers up reasons they aren't interested, salespeople have several options; they can quit, they can push harder, or they can make a second effort that's far more likely to pique their prospect's interest. Watch this short video to learn how asking an unexpected question can help create an opening to close a sale.

Take a minute and watch it now →
Thumbnail image for Ep. 6: Prospecting: Talking to the gatekeepers

Ep. 6: Prospecting: Talking to the gatekeepers

September 29, 2011 by tjoneill

Every sales rep encounters a gatekeeper at some point in their career. Treat them poorly and they'll sink your sale before it even starts. But get them in your corner, and a gatekeeper can become a powerful ally in your efforts to win a sale. Watch this short video to learn how you can get a gatekeeper on your side.

Take a minute and watch it now →
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