April 25, 2013 3:41 pmPublished by Michael BoyetteLeave your thoughts
What should you do when you have to tell a customer they’re wrong? Research shows that charts and images could hold the answer. Watch this episode to find out more.
April 10, 2013 4:03 pmPublished by Stephen J. MeyerLeave your thoughts
How can you get a meeting with senior executives to sell your product? By talking to everyone else first. Watch this short video to find out more.
March 27, 2013 10:12 amPublished by Stephen J. MeyerLeave your thoughts
In today’s competitive world, it’s just not enough to keep a buyer loyal. Nearly half of all customers are willing to switch suppliers at the drop of a hat. So how can you keep customers from jumping ship? Watch this episode to find out.
November 1, 2012 2:23 pmPublished by Michael BoyetteLeave your thoughts
For sales reps, upselling comes down to three important basics. Master them, and you vastly improve your chances of a successful upsell with any buyer. So what are the basic three? Watch this short video and find out.
September 27, 2012 3:06 pmPublished by Michael Boyette1 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.
July 9, 2012 4:36 pmPublished by Stephen J. MeyerLeave 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.
May 3, 2012 3:23 pmPublished by Stephen J. Meyer1 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.
April 3, 2012 10:12 amPublished by Stephen J. Meyer1 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.
March 16, 2012 3:17 pmPublished by Stephen J. MeyerLeave 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.
February 23, 2012 11:26 amPublished by Stephen J. Meyer1 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.