Video

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:…

Watch now
Video

Coaching: How to Help Reps Bounce Back After a Failure

Some salespeople bounce back from painful losses with grit and resolve. Others feel crushed, lose confidence and stop doing the things that made them successful. Otherwise talented reps may even quit – which can put customer relationships at risk and leave you short-handed. As a manager and coach, how you communicate with reps can have…

Video

Show Your Work: Why Buyers Need to See Your Effort

Little changes in approach can have a big impact. Discover how the concept of “reciprocity” works and how you can harness it.   In this QuickTake, you will learn: Why it’s always important to “show your work” with prospects and buyers Why a little bit of extra effort on your part can produce a big…

Video

Selling to Buyers Who Hate to Spend Money

Sometimes, prospects who should be saying yes … just can’t. They have authority, need, urgency and money. They tell you that your proposal offers good value… but they just can’t pull the trigger. It’s almost as if the act of buying causes them physical pain. So is there a way to get buyers like these…

Video

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…

Video

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…

Video

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…

Video

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…

Video

Sales Discovery: 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…

Video

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?…

Video

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 you will…