Sales Tip Videos

Sales Tips

	Increasing your Personal Productivity
02/15/11	If you are like most managers, you invest a fair amount of time in helping your salespeople prioritize and organize their activities in order to maximize their productivity. Read More
	A "Think it Over" is A No
01/25/11	Even though salespeople often believe that prospects will need time to think a decision over, the reality is that (most of the time) they don't. A "think it over" is nine out of ten times just a polite way of saying no. Read More
	Focus on Five Areas Today to Close Tomorrow
12/28/10	All too often, salespeople focus on the wrong elements to increase sales. They turn their attention to the features, benefits and added aspects of their product or service in an attempt to differentiate themselves from the competition and ultimately convince prospects to buy. Read More
	Is Motivation a Myth?
12/09/10	Have you ever tried to motivate yourself to start a task? Did you conjure up all sorts of means, but after all the conjuring, nothing changed? Read More
	"What" Sales Questions to ask Prospects
11/16/10	When a prospect expresses interest in your product or service, "what" plays a pivotal role in developing the potential opportunity. Read More
	Key Performance Indicators for Sales Superstars
10/26/10	Honesty and sales person are not commonly two words paired together in word association exercises. Despite the prevailing stereotype, most sales people are ethical professionals offering a product or service. Read More
	If You Feel It Say It, Gently
10/12/10	Honesty and sales person are not commonly two words paired together in word association exercises. Despite the prevailing stereotype, most sales people are ethical professionals offering a product or service. Read More
	Defining Your Sales Cycle
09/28/10	How do you determine if the time you devote to developing a selling opportunity is a worthwhile investment or a waste? One might think the answer is obvious: if you closed the sale, it was a good investment of time, and if you didn’t close the sale, it was a waste of time. Read More
	Why Prospects Buy
09/15/10	The reasons you give a prospect to buy are rarely the reasons a prospect buys. In fact, a prospect sometimes buys in spite of your reasons. Read More
	Stop Being a Salesperson and Become a Consultant
08/27/10	Have you ever reached the end of the line with a prospect - and had no idea what to do to move forward? Your strategy was sound. Read More
	3 Bridges you Need to Burn to be Successful
08/18/10	"Don't burn your bridges" reminds you to make sure that you can always go back the way you came. Read More
	If the Competition is Doing It, Stop
08/02/10	Successful salespeople are often experts at differentiating themselves from the competition. Read More
	Twelve Sandler Steps to Sales Success
07/21/10	This is a collection of twelve simple steps all salespeople should live by. Read More
	The Real Challenge of Selling
06/23/10	David Sandler once said that the real challenge of selling was the ability to relate the unrelated. Read More
	Your Business is not Unique
05/26/10	When hearing about a success in another business, most salespeople have found themselves thinking or saying, "That may work in other businesses, but not mine." Don't ever let yourself fall into this trap. Read More
	Selling is not all about Price!
05/12/10	Selling is not all about price! This is a rampant excuse that sales people use to explain away not getting a deal. Low price is not essential to closing a deal. Does price matter? Of course it plays a role: however, it's only essential if salespeople allow it to be. Read More
	How Do You Establish Rapport?
04/27/10	Most of the time, we associate Attitude with an outlook of possibility or an outlook of limitation. The dictionary defines it as a state of mind regarding a person or matter. We all carry attitudes about our employers, our products or services, our marketplace, our prospects and, of course, ourselves. Read More
	Choosing a New Attitude
04/07/10	Most of the time, we associate Attitude with an outlook of possibility or an outlook of limitation. The dictionary defines it as a state of mind regarding a person or matter. We all carry attitudes about our employers, our products or services, our marketplace, our prospects and, of course, ourselves. Read More
	Up Front Contracts
03/24/10	Surprises can sometimes be fun, but not when you're dealing with a prospect or client. Surprises during a meeting, either from the prospect or from you, can be a deal breaker or, at the very least, compromise a positive relationship between you and your prospect. Read More
	Can You Do More With Less?
03/10/10	Sales departments are not immune to the call to "do more with less." With shrinking budgets exerting increased pressure on sales related expenses, closing sales opportunities requires a different strategy. Read More
	Selling Disappointment
02/10/10	Suppose, for a moment, that you are a salesperson or business owner. You've been working on an excellent new prospect for several months. If your sales manager or business partner were to ask you how the deal was progressing, you might say, "Pretty well. I'm very hopeful." Read More
	Stop Selling To Close More
01/20/10	When you really want (or possibly need) to close a sale, it's easy to drop into "convincing" mode. You begin to sound like the stereotypical "high-pressure" Read More
	Is Your Sales Cycle Set?
01/05/10	Is there anything you can do about your sales cycle? We will discover there are many patterns in the sales world. If we understand the patterns and what causes them, we have a chance to shorten the sales cycle. Read More
	Secrets of Sales Superstars The Pre-Call Plan
12/09/09	Sales superstars plan before going on a sales call. They script out what questions need to be asked and the most effective way of asking. Every prospect has a unique situation with unique problems. Read More
	You Only Have 30 Seconds
11/24/09	When initially speaking with prospective customers, you typically have 30 seconds or less to not only get their attention, but establish a reason for them to engage in a conversation. Read More
	Close the Sale or Close the File
11/04/09	For many salespeople, there is an inverse relationship between the size of their pending file (filled with opportunities they are pursuing) and the size of their commission checks. The bigger the pending file, the smaller the amount of the commission checks. Read More
	What's Your Price?
10/14/09	What do you do when someone calls and asks for your price, rates, or fees? Do you answer? Do you attempt to avoid or deflect the question? Read More