Search Video Library for: Selling

Article: Selling Your Ideas

Article: Selling Your Ideas

All we have to do is look into a mirror. I know. It isn’t pleasant to consider that we could be responsible for our lack of success, but there it is. If we have not convinced someone, the onus is still on us to do so. It is not the decision maker’s job to convince him or herself of the idea’s merit.

Topic: Communication Learning Paths: Leadership, Personal Performance Type: Trainer Resource Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Discussion Trigger, Interpersonal Skills
Sales Made Simple™ - Complete Series

Sales Made Simple™ - Complete Series

Let's face it, tons of sales training rarely hits real life scenarios that your sales people typically face. Sales Made Simple™ is different! This new video-based package provides twenty commonly asked sales questions designed to help empower your sales team. Each question is answered by our sales expert in easy-to-implement coaching bites.

Topic: Sales & Service Learning Path: Personal Performance Type: Off-The-Shelf Video Program (ILT) Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ - Advanced Level Sales

Sales Made Simple™ - Advanced Level Sales

Even your best sales people need some help every once in a while. The Sales Made Simple™ (Advanced Level Sales) package provides six common sales questions designed to help empower your sales team. Each question is answered by our sales expert in easy-to-implement coaching bites.

Topic: Sales & Service Learning Path: Personal Performance Type: Off-The-Shelf Video Program (ILT) Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ - Entry Level Sales

Sales Made Simple™ - Entry Level Sales

Looking for a great way to provide sales coaching and training to your entry level sales team (and individuals). The Sales Made Simple™ (Entry Level Sales) package provides seven common sales questions designed to help empower your sales team. Each question is answered by our sales expert in easy-to-implement coaching bites.

Topic: Sales & Service Learning Path: Personal Performance Type: Off-The-Shelf Video Program (ILT) Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ - Intermediate Level Sales

Sales Made Simple™ - Intermediate Level Sales

As your sales representatives gain confidence and grow, there are various obstacles that might need to be addressed - or more intermediate level questions to answer. The Sales Made Simple™ (Intermediate Level Sales) package provides seven common sales questions designed to help further empower your sales team. Each question is answered by our sales expert in easy-to-implement coaching bites.

Topic: Sales & Service Learning Path: Personal Performance Type: Off-The-Shelf Video Program (ILT) Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
All for One and One for All

All for One and One for All

Conflict at work? Really? Here's an example of work team conflict: two teams working through differences to make progress toward a common goal.

Topic: Interpersonal Skills Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Office & General Other Topics: Communication, Professionalism, Sales, Selling Closed Captioned
Analyze Needs (Sales Process)

Analyze Needs (Sales Process)

Reviews how to best analyze the needs of a client during the sales process.

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Communication, Sales Closed Captioned
Link to Solutions (Sales Process)

Link to Solutions (Sales Process)

Reviews how to best link a client's needs with solutions.

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Communication, Sales Closed Captioned
Recognize Opportunities (Example 2)

Recognize Opportunities (Example 2)

An example of how sales team members can practice skills to recognize sales opportunities.

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Communication, Sales Closed Captioned
Discussion Card: Multicultural Sales

Discussion Card: Multicultural Sales

Are you spending the time it takes to really understand what your customer wants/needs? These easy-to-use cards provide a simple model (S.E.L.L.I.N.G.) along with thought-provoking questions on better understanding multicultural sales opportunities. These cards are great for a quick training reminder, reinforcement or as a conversation generator.

Topic: Sales & Service Learning Path: Diversity, Equity, Inclusion & Belonging Type: Discussion Cards Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Diversity Dynamics, Inclusion / Equity / Belonging, Respect / Respectfulness
Marcus' Dilemma

Marcus' Dilemma

Adapting to a restructure change within the workplace.

Topic: Communication Learning Paths: Leadership, Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Interpersonal Skills, Effective Leadership, Professionalism, Selling Closed Captioned
Sales Made Simple™ - Potential sale that is dragging on...

Sales Made Simple™ - Potential sale that is dragging on...

A salesperson asks our sales expert a common problem (especially for new sales people): "I’ve got a potential sale that is dragging on and on and I’m about ready to give up. I’m having a hard time getting in to see the decision maker. I get some interest going and then I can’t see her for a few weeks because she’s traveling or she’s just too busy. I’m sending emails. I’m leaving phone messages. What else should I be doing?"

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ I am a "weak closer"...

Sales Made Simple™ I am a "weak closer"...

A salesperson asks our sales expert a common problem (especially for new sales people): "According to my manager, I’m a “weak closer,” but I’ve spent so much time developing these relationships that I really don’t want to come off as pushy. So what I do is spend time laying out all the details and eventually the light bulb comes on for them. You know, if you compare me to the rest of my team my average sales are pretty much the same as everyone else. So, who’s right…my manager or me?"

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ I hate cold calling!

Sales Made Simple™ I hate cold calling!

A salesperson asks our sales expert a common problem (especially for new sales people): "I hate cold calling! People get over their fear of flying. So is there any way of me getting over my fear of cold calling?"

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ I know who's holding things up...

Sales Made Simple™ I know who's holding things up...

A salesperson asks our sales expert a common problem (especially for new sales people): "I’ve been working with a prospect for four months. The decision maker says we have to agree on a purchase. I know who’s holding things up and I’ve done everything I can think of to figure out why. So far nothing has worked. How do I move this forward?"

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ I'd like to see the "dead-end" sign!

Sales Made Simple™ I'd like to see the "dead-end" sign!

A salesperson asks our sales expert a common problem (especially for new sales people): "I recently called on one of the larger prospects for several weeks before they told me their purchasing function was centralized in their corporate office - which is far out of my territory. I’d like to see the “dead-end” sign well before it hits me in the face! How can you tell quickly if a prospect is worth your time?"

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ Our department made a mistake...

Sales Made Simple™ Our department made a mistake...

A salesperson asks our sales expert a common problem (especially for new sales people): "Our service department made the mistake of giving this new purchasing manager the excuse he needs to go out for bid. The department fixed the mistake quickly and correctly, but it made no difference with the purchasing manager. How do I stabilize this account?"

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ The No Show!

Sales Made Simple™ The No Show!

A salesperson asks our sales expert a common problem (especially for new sales people): "I schedule appointments with this particular prospect, but half the time when I show up, he’s been called away. This is getting old. What’s the best way to handle this?"

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ They're not the decision maker...

Sales Made Simple™ They're not the decision maker...

A salesperson asks our sales expert (Skip Normand) a common problem (especially for new sales people): "I just found out the person that I’ve been calling on is not the decision maker and she’s made it clear to call on her. If I try to go around her, she’ll make sure that I never get any business from them. I’ve got nothing to lose so how do I handle this before going to the decision maker?"

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned
Sales Made Simple™ What is a "trial close"?

Sales Made Simple™ What is a "trial close"?

A salesperson asks our sales expert a common problem (especially for new sales people): "My manager has tried to explain what a “trial close” is, but I’m just not getting it. You’re either closing or you’re not. What’s the difference and why use “trial closes?”

Topic: Sales & Service Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Sales, Selling Closed Captioned