Access 3 Top-Rated Sales Micro-learning Programs

Check out these three 5-minute micro-learning programs: 

• Why Salespeople Just Can’t Shut Up
• How to Unseat an Entrenched Competitor
• Tough Negotiations: How to Hold Your Ground With a Price Bully

 

More about these programs:

Why Salespeople Just Can’t Shut Up
6 min. 33 sec.

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? In this Quick Take, you will learn what scientific research can tell us about why salespeople talk too much, why we talk about ourselves more than we think we do, three simple techniques you can use to overcome the inclination to talk too much and five customer cues that can tell you when it’s time to shut up.

 

How to Unseat an Entrenched Competitor
5 min. 22 sec.

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 – the desire not to move because moving requires energy. But top salespeople don’t let this stop them from getting a foot in the door. They’ve discovered the secret we’ll reveal in this Quick Take program.

 

Tough Negotiations: How to Hold Your Ground With a Price Bully
6 min. 46 sec.

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 learn how to get what you deserve in a negotiation without becoming defensive or confrontational; and why you shouldn’t be too quick to solve problems that seem to be standing in the way of the sale.

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