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Sales Made Simple™ Am I calling the right person?

Sales Made Simple™ Am I calling the right person?

A salesperson asks our sales expert a common problem (especially for new sales people): "How do I find out if I’m calling on the right person without ruffling anyone’s feathers?"

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™ Have I developed the right message?

Sales Made Simple™ Have I developed the right message?

A salesperson asks our sales expert a common problem (especially for new sales people): "How do I know I’ve developed the right message and how do I tweak it for different people who are involved in making the decision? Can you help?"

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™ How to get my close ratio up?

Sales Made Simple™ How to get my close ratio up?

A salesperson asks our sales expert a common problem (especially for new sales people): "My main competitor sells the same product from the same manufacturer I sell. They differentiate on price, but I try to differentiate in service -- which is typically better. But, my close ratio is not good. What can I do to get my close ratio up?"

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™ Stakeholders won't give me straight answers...

Sales Made Simple™ Stakeholders won't give me straight answers...

A salesperson asks our sales expert a common problem (especially for new sales people): "I know that probing is critical in developing a strong value proposition so I do ask a lot of questions. But the problem is, the key stakeholders often don’t want to give me straight answers, or they won’t answer me at all. You know, I don’t think that I’m being pushy, but maybe I am. So do you think I should change my approach?"

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™ This is the third bid I've lost in a row...

Sales Made Simple™ This is the third bid I've lost in a row...

A salesperson asks our sales expert a common problem (especially for new sales people): "This is the third bid I’ve lost in a row where the prospect seemed very interested, but ended up staying with their current vendor. I feel like they share my recommendations with their current vendor who makes a few changes and then keeps the business. What can be done about 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™ What's really driving their decision?

Sales Made Simple™ What's really driving their decision?

A salesperson asks our sales expert a common problem (especially for new sales people): "I’m about to lose a customer who says they’re going with another company because of price. I’m sure price isn’t the main issue. So if I can find out what’s really driving this decision, I may be able to save this account. I don’t quite know the best way to do this. What do you think I should do?"

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™ Zero interest when cold calling...

Sales Made Simple™ Zero interest when cold calling...

A salesperson asks our sales expert a common problem (especially for new sales people): "I get almost zero interest when I’m cold calling. It’s usually, “We’ll call you if we need anything.” Got any suggestions?"

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
Tailor Your Presentation

Tailor Your Presentation

Learn about the importance of tailoring your presentation and the situations you may find yourself in when it becomes necessary... to effectively get your point across.

Topic: Communication Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality, Government Other Topics: Interpersonal Skills, Professionalism Closed Captioned
TAKE OUT Action (from The 3-OUT Approach to Workplace Safety)

TAKE OUT Action (from The 3-OUT Approach to Workplace Safety)

The reality is you may be in an area where you just can’t escape and where you have no means of locking out the shooter. Your decision about which action to take has been made for you. This is the time when you - and the others with you - will TAKE OUT the shooter. When Take Out is your option, there are some things you can do that will increase your chances of prevailing.

Topic: Workplace Violence Prevention Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality, Government Other Topics: Armed Intruder / Active Shooter, Compliance, Emergencies & Evacuation, Workplace Safety & Awareness Closed Captioned
The Critique - Sexual Harassment: It Can Happen Here

The Critique - Sexual Harassment: It Can Happen Here

How inappropriate comments about physical appearance can lead to sexual harassment (male to female).

Topic: Harassment Prevention Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality, Government Other Topics: Communication, Compliance, Professionalism Closed Captioned
The Customer Who Got Up on the Wrong Side of the Bed (from Bad Apples™)

The Customer Who Got Up on the Wrong Side of the Bed (from Bad Apples™)

Dealing with a difficult customer - it takes work, but the benefits are easy to see.

Topic: Interpersonal Skills Learning Path: Personal Performance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Change, Communication, Customer Service, Interpersonal Skills, Professionalism Closed Captioned
The Family & Medical Leave Act (from It's the Law™)

The Family & Medical Leave Act (from It's the Law™)

One of the things you hear more and more about these days is balance. You know, balancing your work and the rest of your life. And a law with the purpose of helping employees balance their work and their life is the Family and Medical Leave Act (FMLA). Private sector employers with 50 or more employees, and all schools and government employers are covered by the FMLA. It’s a complicated law and this vignette helps demystify the FMLA.

Topic: Compliance Learning Paths: Ethics & Compliance, Leadership Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality, Government Other Topics: Professionalism Closed Captioned
The Lilly Ledbetter Fair Pay Act - An Overview

The Lilly Ledbetter Fair Pay Act - An Overview

The Lilly Ledbetter Fair Pay Act is a federal statute that was signed into law by President Barack Obama in January 2009. In this video, a legal subject matter expert explains the origin of the Lilly Ledbetter Fair Pay case and its impact on organizations across the United States.

Topic: Harassment Prevention Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Compliance, Fair Pay Act Closed Captioned
The New Max and Lorie (from FOSA™ Documenting Discipline)

The New Max and Lorie (from FOSA™ Documenting Discipline)

Working through discipline issues can be tough. Working through the progressive discipline process using FOSA™ can help. Remember, you can only give your employees the advice and tools to help them... you can force them. This video is an example of how two employees respond to the FOSA™ approach.

Topic: Management Learning Paths: Ethics & Compliance, Leadership Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality, Government Other Topics: Coaching & Mentoring, Employee Documentation, Successfully Leading Others, Problem Resolution Closed Captioned
The Oh Series™ Everyday Ethics: Around and Around We Go

The Oh Series™ Everyday Ethics: Around and Around We Go

Most of us like to please and help other people when we can. Such efforts are usually a great thing, although in situations where we are asked to break the law, that natural inclination to please others works against us.

Topic: Ethics & Integrity Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality, Government Other Topics: Compliance, Discussion Trigger, Onboarding, Professionalism Closed Captioned
The Oh Series™ Everyday Ethics: Just Move It to That Column

The Oh Series™ Everyday Ethics: Just Move It to That Column

Asking a co-worker to change an item on a financial report might not seem like a big deal, but it is. Fudging the numbers is unethical, and since Susan’s request also violates Generally Accepted Accounting Principles, it is also illegal.

Topic: Ethics & Integrity Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Compliance, Discussion Trigger, Onboarding, Professionalism Closed Captioned
The Oh Series™ Everyday Ethics: Presentation Help

The Oh Series™ Everyday Ethics: Presentation Help

Sometimes people want to include us in an action that doesn’t appear to violate their moral code, but it is one that we know violates our own. Or, it is an action that is against one of our company’s policies. Maybe it’s even illegal.

Topic: Ethics & Integrity Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality, Government Other Topics: Compliance, Culture Commitment, Discussion Trigger, Onboarding, Professionalism Closed Captioned
The Oh Series™ Everyday Ethics: Taking Turns

The Oh Series™ Everyday Ethics: Taking Turns

We’ve all been there…when someone else acts as if violating an ethical standard or even breaking the law is just a common, everyday thing…no big deal. This is an attempt to normalize an action that is really wrong and abnormal.

Topic: Ethics & Integrity Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality, Government Other Topics: Compliance, Culture Commitment, Discussion Trigger, Onboarding, Professionalism Closed Captioned
The Oh Series™ Everyday Ethics: The Win-Win Offer

The Oh Series™ Everyday Ethics: The Win-Win Offer

When competitors agree to inflate pricing or include unreasonable special terms in a bid resulting in the other company having a better shot at getting the contract, customers lose and reputations are damaged.

Topic: Ethics & Integrity Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Compliance, Discussion Trigger, Onboarding, Professionalism Closed Captioned
The Oh Series™ Everyday Ethics: The Write Off

The Oh Series™ Everyday Ethics: The Write Off

Simply put, falsifying expense accounts is wrong and violates company policies. It’s not up to us to decide what should be reimbursed by the company. And requesting reimbursement for expenses that don’t meet an organization’s policy is really a form of theft or fraud.

Topic: Ethics & Integrity Learning Path: Ethics & Compliance Type: Video Vignettes Suggested Industry Usage: Healthcare, Industrial & Manufacturing, Office & General, Retail & Hospitality Other Topics: Compliance, Discussion Trigger, Onboarding, Professionalism Closed Captioned