Categories for The Selling Essentials Minute

Ep. 19: The Yes Trap

September 27, 2012 3:06 pm Published by 1 Comment Sales professionals who want to impress potential customers could be tempted to agree to every condition and demand the buyer makes. But doing so can end up harming their credibility and even cost them business. Watch this short video to learn more about the “Yes Trap”, and how sales reps who avoid it actually gain credibility with customers.

Ep. 17: Timing Your Upsell

July 9, 2012 4:36 pm Published by Leave your thoughts When is the perfect time to deliver an upsell? The answer may not be what you expect. Watch this short video to learn why most attempts at upselling don’t work, and what you have to do to increase your chances of doing it successfully.

Ep. 15: Green Leads

May 3, 2012 3:23 pm Published by 1 Comment 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.

Ep. 14: Sales Myopia

April 3, 2012 10:12 am Published by 1 Comment 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.

Ep. 13: Conversational Icebergs

March 16, 2012 3:17 pm Published by Leave your thoughts 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.

Ep. 12: The Post Close

February 23, 2012 11:26 am Published by 1 Comment 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.