The Selling Essentials Minute™: Recent Episodes
The Rapid Learning Institute
This series of sales training videos is a great way to kick off sales meetings. Managers love them because they’re fast and effective. Salespeople love them because they’re entertaining and deliver a short burst of sales knowledge that will help them win more sales.
There’s more to asking buyers for a referral than just asking them for names of other possible buyers. There’s also the matter of finding the opinion leaders who could open countless doors. How do you get that other referral? Watch and find out.
Sales reps have always learned that they should justify their price before closing the sale. But that old wisdom may not hold up as well as you’d think. Why not? Watch today’s episode to find out.
What’s the worst thing a sales professional can do for a prospect in the first meeting? Present a solution. Even if its the perfect solution, the buyer isn’t ready to hear it. Why not? Watch this video to find out.
Conventional wisdom says that the more control sales professionals have, the likelier they are to win a sale. But too much control can lead to trouble. What to do? Watch this video and find out.
Every sales person eventually deals with customers who have unrealistic expectations. What can you do to make sure your buyer’s expectations are aligned with reality? Watch this video to find out.
The prospect is stalling and if they don’t quickly figure out why, the sale will be lost. What’s a sales professional to do? Watch the new Selling Essentials Minute to find out what to do when a prospect is deliberately delaying a sale.
Who’s to blame when a steady account goes quiet and eventually leaves for a competitor? You are, for letting the customer drive the sales process. Watch this video to learn more.
How can sales professionals keep from being automatically ignored by prospects? By doing something that the prospect isn’t expecting.
The less time it takes to close a deal, the sooner you can move on to the next one. So how can you close deals more quickly? Watch this video and find out.
Ever ask a customer for a referral, only to have them fail to come up with a suitable name? Well, Linkedin can help you can your customer come up with high-quality referrals. Watch this video to learn how.
Sales professionals leave the door open for competitors to steal their clients all the time. What can you do to make sure those doors stay closed? Watch this video and find out.
Good sales reps know that change creates opportunities to win new business. But what kinds of change produce the best possible edge? Watch the new Selling Essentials Minute to find out.
When working on a big sale, it helps to have someone on the inside who can sing your praises to the decision makers. So how do you find that person? Watch the new Selling Essentials Minute to find out.
Networking is hard work, that doesn’t usually pay off for most sales reps. But using Linkedin can change all that. How? Watch this episode of the Selling Essentials Minute to find out.
When selling, the value equation seems simple; benefits create value, which lead to sales. But that doesn’t mean more benefits will necessarily mean more sales. Why not? Watch this episode of The Selling Essentials Minute to find out. - See more at: http://rapidlearninginstitute.com/sales-training-videos/#sthash.lYZdb7yC.dpuf
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.
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.
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.
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.
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.
By referring to their product as a commodity, sales professionals do themselves a terrible, costly disservice. Watch this short video to learn why the commodity copout is little more than an excuse, and how the best sales reps find a way to differentiate their product from that competition.
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.
Your buyer is looking to see how much you're willing to sweat in order to win their business. Watch this short video to see how buyers determine how much effort you're willing to put into winning a sale.
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.
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.
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.
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.
Angry Customers want more than just a shoulder to cry on. They want to know that you -- not your company, YOU -- are able to going to help them. Watch this short video and learn a technique for dealing with angry customers effectively.
The Selling Essentials Minute is a series of videos that offers one sales idea in about sixty seconds. You can use the Minute to kick off a sales meeting, push an idea out to your team, start a discussion or reinforce your training.
Today’s episode gives you key insight into the most effective times for reaching out to sales prospects.
So you've finally gotten an opportunity to make a pitch to the CEO. What do you have to do to make the absolute most of your time in the C-Suite? Watch this short video to find out.
What's the best way to avoid getting negative or unhelpful feedback? By avoiding the most dangerous question in sales. Watch this short video to learn what that question is, and how asking it can be a critical mistake.
When a prospect offers up reasons they aren't interested, salespeople have several options; they can quit, they can push harder, or they can make a second effort that's far more likely to pique their prospect's interest. Watch this short video to learn how asking an unexpected question can help create an opening to close a sale.
Gatekeepers can either help sales reps win big, or they could sink a deal before it even starts. Watch this short video to learn how you can get a gatekeeper on your side.
Sales prospects offer all sorts of reasons for not buying. What can sales reps do to find out the real reason for inaction? What this video and find out.
When leaving voicemail, salespeople need a message that makes prospects want to call back. Watch this short video to learn how they can do just that.
Your customer isn't looking for a low price; they're looking for high value. If you can deliver on value, than your buyer is less likely to take issue with your price. Watch this video to see how you can insist on a fair price and deliver value to your customer.
In a price negotiation, a buyer will try to pass his problem onto you. Smart sales reps, however, know how to solve the buyer's problem while passing that hot potato back. Watch this video and learn how you can stand firm on price without losing the sale.
What's the best way to get your top sales reps to buy into a new sales initiative? By getting the second-tier sales reps on board. Watch this sales training video and find out how to get your best sales reps to accept change.