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…

Watch now
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

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

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…