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. 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 →
Overcoming sales objections

Ep. 5: Overcoming sales objections: Getting to the truth

September 28, 2011 by tjoneill

Sales prospects offer all sorts of reasons for not buying. Most of those reasons aren't the truth. So how can a sales rep find out the real reason for inaction? Watch this short video and learn what reps can do to discover the truth behind sales objections.

Take a minute and watch it now →
Thumbnail image for Ep. 4: Voicemail: Make them WANT to take your next call

Ep. 4: Voicemail: Make them WANT to take your next call

September 28, 2011 by tjoneill

When leaving voicemail, salespeople need a message that makes their prospects want to call back. How can they accomplish that? By leaving out key information. Read on to learn how adding a bit of mystery to a voicemail can help salespeople get the critical return phone call.

Take a minute and watch it now →
David Ogilvy on Pricing and Value

Ep. 3: David Ogilvy on Pricing and Value

September 16, 2011 by Michael Boyette

Your customer isn't looking for a low price; they're looking for high value. If you can deliver on value, than your buyer is less likely to take issue with your price. Watch this video to see how you can insist on a fair price and deliver value to your customer.

Take a minute and watch it now →
hot potato

Ep. 2: The Hot Potato: Price Negotiations for Sales Professionals

September 12, 2011 by Michael Boyette

In a price negotiation, a buyer will try to pass his problem onto you. Smart sales reps, however, know how to solve the buyer's problem while passing that hot potato back. Watch this video and learn how you can stand firm on price without losing the sale.

Take a minute and watch it now →
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