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The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises

Don’t sell past the close. You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.” The problem is, some customers still have unfinished business. And if you ignore it, you could find that sale slipping away.   In this Quick Take, you will learn:…

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The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises

Don’t sell past the close. You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.” The problem is, some customers still have unfinished business. And if you ignore it, you could find that sale slipping away.   In this Quick Take, you will learn:…

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Tough Negotiations: How to Hold Your Ground With a Price Bully

We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it. The secret is taking control of the negotiation so that customers see that you won’t be pushed around.   In this Quick Take, you will…

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The Secret to Selling CEOs

Presenting to CEOs is a challenge for even experienced sales professionals. CEOs speak a different language, think about business in a unique way and have very little time to deal with sales people who don’t instantly grab their attention. This Quick Take will uncover the secrets to winning the confidence of CEOs. You’ll learn what…

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Angry Customers: The Three R’s for Dealing with Hostility

Sooner or later, every salesperson faces angry customers. Maybe it was something you did. Maybe somebody else in your organization dropped the ball. Maybe the customer is just being unreasonable. Whatever the reason, you’re the one who has to take the heat.   In this Quick Take you will learn: The one thing an angry…

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How to Unseat an Entrenched Competitor

We’ve all faced prospects who tell us, “I’m happy with my current vendor.” But are they really happy or are they just reluctant to hear your pitch because they believe changing vendors will be a hassle? In many cases, entrenched competitors have a huge advantage over you for no other reason other than prospect inertia…

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GAPS: How to Gain When There’s No Pain

Many salespeople are like doctors. They’re good at finding the customer’s pain and making it go away. But not every prospect has pain. They may not be 100% happy, but they don’t feel any urgency to change. So how do you sell to prospects who are feeling no pain?   In this Quick take, you’ll…

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Why Salespeople Just Can’t Shut Up

As salespeople, we know we make more money when we talk less and listen more. And yet salespeople still talk too much. According to one study, the average salesperson talks over 81 percent of the time in a selling situation. So why do we keep dominating conversations with customers, even when we know we shouldn’t?…

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Negotiations: Should You Justify Your Price?

Salespeople are often taught to provide a reason when they ask a customer for something – to agree to a meeting, to provide a referral, or to buy a product. That advice is rooted in well-known research. But a deeper dive into the study results tells another story.   In this Quick Take, we’ll show…