Search Video Library for: Industrial & Manufacturing
Put Warning Lights on You
You know, some of us figure a pregnant joke or two is just something that comes with the territory. It's no big deal. Well, those days are over. This video shows how a simple joke or two might lead to harassment. Remember, when it comes to your co-workers - the safest thing to do is… if you can't say something nice... just don't say anything at all.
Recognize Opportunities
Helping a sales staff member recognize (the importance of) sales opportunities.
Recognize Opportunities (Example 1)
An example of how sales team members can practice skills to recognize sales opportunities. Ask, Listen, Clarify and Confirm to uncover these opportunities.
Recognize Opportunities (Example 2)
An example of how sales team members can practice skills to recognize sales opportunities.
Recognizing & Stopping Harassment (from Legal Briefs™)
When it comes to preventing workplace harassment and discrimination, you need to recognize it... and quickly. This video outlines how to recognize and stop both.
Recruiting & Hiring (from It's the Law™)
When it comes to recruiting and hiring, there's a lot you need to know as a manager - unless of course you want to spend the next the next couple of years working with me to try to justify your actions to a jury. A variety of state, federal, and local laws impact how you recruit, hire, and promote people. The best way to ensure that everything is on the up and up is to make sure that every decision is based on the person's ability to do the job!
Resolving Problems (Example 1)
A demonstration of how to use problem-solving skills to help resolve an issue with a sales team member.
Sales Made Simple™ - Can't Get Past Voice Mail
A salesperson asks our sales expert (Skip Normand) a common problem (especially for new sales people): "I can’t get past the voicemail system. If you don’t have a name or direct extension number, you’re out of luck. Got any suggestions?"
Sales Made Simple™ - Sales tactics I'm not comfortable with...
A salesperson asks our sales expert a common problem (especially for new sales people): "My manager is constantly asking me to use sales tactics I’m not comfortable with. How do I handle this?"
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?"
Sales Made Simple™ Cutting our price isn't an option...
A salesperson asks our sales expert a common problem (especially for new sales people): "A low-cost competitor has really gotten my customer’s attention. To keep my customer’s business, they want us to cut our price without changing our service level. There’s no way this competitor can do it at that price. Cutting our price isn’t an option and I don’t want to lose this customer. Any ideas?"
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?"
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?"
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?"
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?"
Sales Made Simple™ They just won't make a decision...
A salesperson asks our sales expert a common problem (especially for new sales people): "You see, I’m working with a decision maker who has the sole authority, but they just won’t make a decision. How do you handle situations like that?"
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?"
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?"
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?"
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?"