Search Video Library for: Retail & Hospitality
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™ - 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?"
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™ 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?"
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?"
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?"
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?"
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™ 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?"
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 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?”
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?"
She's the One
Dealing with third-party sexual harassment and the fear of retaliation.
Some of My Best Friends Have Them
Comments on provocative attire (towards a co-worker) in the workplace.
Straight TALK™ - A Spotlight on Change in the Workplace
As organizations change with increasing speed, so does the pace in which employees must respond. This new Straight TALK™ series focuses on common change management issues facing organizations today. Intended for managers and supervisors, this series gets straight to the point by providing easy-to-understand information - directly from Sollah's premiere subject matter experts.
Straight TALK™ - A Spotlight on Retaliation
Preventing retaliation in the workplace is of utmost importance - not only to ensure a productive work environment, but to also keep the company (and their managers) out of court. This new Straight TALK™ series focuses on the definition and employment issues around retaliation. Intended for managers and supervisors, this series gets straight to the point by providing easy-to-understand information - directly from Sollah's premiere subject matter experts.
Substance Abuse: Intervention
How to legally intervene when a manager suspects substance abuse.
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.
Task or Relationship: Which Comes First?
Learn how people from different cultures work together... productively.
That Wasn't a Smart Thing to Do...
Frequently cornering a coworker; isolation and intimidation. A good look at how intimidation might lead to more.
The "Whatever" Coworker (from Bad Apples™)
Dealing with an under-performing employee who appears to not care.
The ADA: Tough Questions & Straight Answers - Program Conclusion
The bottom line when it comes to the ADA is this... If you use common sense, treat individuals with disabilities fairly, and provide them with equal opportunities to prove they're capable of doing the job...You'll not only help keep yourself and your organization out of court... you'll probably find that they will turn out to be some of the very best, most highly motivated employees you've ever had.
The Best Side... (from Sexual Harassment? You Decide.)
How inappropriate comments about physical appearance can lead to sexual harassment (female to male).
The Birthday Girl (Inappropriate Touching)
It should seem obvious by now, but touching in the workplace is a slippery slope when it comes to being legal. This short video shows how inappropriate touching and affection can lead to sexual harassment.
The Boss Who Knows it All, And Then Some (from Bad Apples™)
Dealing with a boss that discounts ideas and doesn't listen to reason.
The Boss Who Knows It All… And Then Some!
One of the first things we have to do when dealing with a bad attitude is decide whether it's worth our time… especially if it's somebody you have to interact with every day... including a manager or boss.
The Critique - Sexual Harassment: It Can Happen Here
How inappropriate comments about physical appearance can lead to sexual harassment (male to female).
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.
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.
The Honeymooner - Some Jokes Aren't Funny!
How a string of one time jokes can lead to sexual harassment.
The Honeymooner - When Colleagues Get Personal
How sexual humor and double entendre can lead to sexual harassment.
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.
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.
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.
The Oh Series™ Everyday Ethics: Clock Me In
We’ve all been there. It’s not uncommon to be asked to do a favor that may not be against the law, but we know that if we take that action we’ll be doing something wrong. On the surface, these favors may not seem like a big deal. In reality, something like time theft can lead to severe consequences like loss of your job, financial loss and company lay-offs.
The Oh Series™ Everyday Ethics: Divide and Conquer
Dividing up a sales territory to keep a competitor out of the bidding process is an example of an illegal bidding practice known as market division. This practice usually results in higher bid prices - hurting competition and consumers.
The Oh Series™ Everyday Ethics: Freedom
Time theft hurts the company. It also breaks trust. And if an employee gets caught while telecommuting, it’s likely the company won’t let others have those privileges. Depending on company policy, the employee could even be fired.
The Oh Series™ Everyday Ethics: Greasing the Wheels
An offer of a bribe can be direct or indirect in nature. If someone says she will give you money to send business her way, that’s pretty direct. Another supplier might not specifically ask for your business, but might offer you a nice gift or a fun trip.
The Oh Series™ Everyday Ethics: I Take Care of My Friends
When we use our business position to give special privileges to a family member…or when we exclude other suppliers in favor of someone we know… or when we accept a gift or money in exchange for using our influence on behalf of a specific supplier, we have stepped over a moral and a legal line in the sand.
The Oh Series™ Everyday Ethics: It's Expected
While bribery may be more commonly accepted in some countries, people who work for U.S. companies and organizations are expected to adhere to U.S. anti-bribery laws regardless of the country in which they’re doing business.
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.
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.
The Oh Series™ Everyday Ethics: The Kickback
Asking for or receiving trips, money, or other gifts of this type in order to influence the other person’s decision is known as a kickback. This type of influence is illegal under both federal law and a number of state laws.
The Oh Series™ Everyday Ethics: The Only Game In Town
Forcing a customer to pay higher prices is known as price fixing by reducing supply. A price fixing conspiracy to reduce inventory in order to raise prices hurts the company and ultimately the customers - who end up paying higher prices.
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.
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.
The Road Trip
Sharing inappropriate art and pictures in the workplace.
The Water Boy
When the harassed becomes the harasser.
The “Whatever” Co-Worker…
Getting people to care about things they think are "no big deal" can be a challenge. But when everybody understands how important their own contribution is – progress it what happens. More work gets done right the first time, and everybody feels good about putting the effort.
There’s Always Potential (from Good People, Bad Choices™)
This vignette tackles the issue of presenting facts (company performance, etc.) in the best possible light - even though the facts might not be as good as presented. Many people can be impacted, especially shareholders.
This is Gonna Be a Train Wreck
Transitioning to a different gender is a deeply personal decision. There are many unknowns and the added stress of how the workplace, and even customers, will accept the transitioning employee is very real. There are a variety of Federal, state and local laws that expressly protect workers based on their gender identity and sexual orientation.
This Is Not Succession Planning!
It shouldn't surprise you that making employment decisions because you think an employee is too old can get you into a lot of trouble. Bottom line, if you target someone for negative treatment because of their age - sooner or later, you're going to end up defending yourself to your employer, to an opposing attorney, a government agency, or even a judge or jury.
Those People
Being frustrated from time to time with a coworker is natural and understandable. But when we perpetuate stereotypes about people based on things like their appearance or where they come from, that’s unprofessional. It's disrespectful. And, it may often be prohibited by policy.
Wake Up & Say Something Positive!
Nothing can match the power of positive relationships to deliver results for ourselves and our organizations. To foster those relationships, we all need to wake up and say something positive... especially when things are going right. That's why using skills like redirection and giving people whale done responses are so important.
We Don't Want Him on Our Team!
We all bring our own view of the world into work every day. And sooner or later, we're going to work side-by-side with someone whose background and experiences are light-years different from ours. But treating somebody with anything less than professionalism and respect - for whatever reason – is a big mistake.
We're Just Telling Jokes!
Recognizing how jokes can have an unintentional impact and create “diversity moments” based on diversity and inclusion dynamics in the workplace.
What Does a Mentor Do?
When an employee is new to the company, or even new to their role, there’s no substitute for the conversations and support that a mentor provides. Let’s face it, every job has a certain number of rules, processes, must dos and unwritten “ways of things” that, without you, your mentee would have to learn through experience.
What is Mentoring?
When you’re a mentor, you’re really like a coach… someone who can speak from experience… a resource that can give insight, even tips - that will help someone else be successful at what they’re doing.
Whatdaya Think of My Banana?
With all the court cases that have been going on and the changes in the laws, there are a lot of different ways that people can end up doing something that can get them into trouble. This video shows how joking and innuendos could lead to sexual harassment.
Who Benefits from Mentoring?
The advice and tips a mentor gives has a direct impact. Mentees benefit from the mentors experience. With a mentor on their side, they can learn the things that can help them get the new chapter in their career started on the right foot.
Why Do They Have to Flaunt It At Work?
Recognize the diversity and inclusion dynamics that are frequently associated with sexual orientation and/or gender identity.
Workplace Bullying: Commit to Next Steps
Reviewing company policies, documenting actions and responses and involving HR or management when necessary are three action steps to dealing with a workplace bully.
You Call That a Presentation?
When generational differences impact communication and presentation styles.
You Should See Her Qualifications
When gender stereotypes impact trust and working relationships
More Than a Gut Feeling™ Legal or Illegal Interviewing Questions?
Asking the right questions in an interview is your single best way to get the right kinds of information... the kinds of information that will lead you to the best hiring decision. But how do you know what's legal... and even illegal to ask during an interview? This short video provides up-to-date do's and don'ts when it comes to interview questions and is a comprehensive resource for all managers and/or supervisors involved in the hiring process.
TrainingBytes® I Could Tell You Were Cold
Even when subtle in nature, comments, body language, and tone of voice that imply something sexual is not appropriate in the workplace. These kinds of actions can easily lead to charges of hostile environment sexual harassment.
Bridging The Generation Gap Is...™
For the first time, we have four generations in the workplace! This thought-provoking, powerful short video uses impactful imagery, video and music to inform and encourage discussion on the generation gap within the workplace.
Civility Is…™
Being civil means interacting and responding courteously and respectfully. This thought-provoking, powerful short video uses impactful imagery, video and music to encourage discussion on the importance of a civil and respectful workplace.
Prevailing Is...™
Knowing your options and what to do in an active shooter/intruder situation is key to prevailing! This short - yet powerful - video highlights the key OUT options (GET OUT, LOCK OUT, TAKE OUT) trainees can take in a shooter situation.
Bias Crossword Puzzle
A fun activity to quickly introduce and work through key diversity terms regularly associated with bias.
Bias Quotes - Mix and Match Activity
This activity is designed to help participants re-think their assumptions about others based on what they see (or read). Participants review quotes attributed to famous people on topics that are not how people often think about them.
Boost Me Up!
This energizer is intended to refocus attention on the learning at hand. Use any one of the various Sollah Interactive short video programs (a SMART-START™ or meeting opener).
Building Cultural Competency Action Plan
Cultural competency means you recognize and respond to the differences and similarities that make up our workforce and customer base, and use this understanding to communicate more effectively and to make better decisions. Your commitment to building cultural competency begins with a plan!
Burst Of Energy
The goal of this energizer is to keep participants motivated during the training.
Cultural Competence Crossword Puzzle
A fun way to present and learn key cultural competency terms and definitions.
Developing Cultural Competence
Article Summary: The similarities and differences in our workplace can strengthen the overall effectiveness of our organization when we develop cultural competence.
Executive Overview
Help executives be knowledgeable and supportive of upcoming or ongoing training with a high-level overview.
Generations - Tips for Success
Looking for easy-to-use tips for working with various generations in your workplace? Then this is the tool for you. With simple dos and don'ts - this training tool gives you plenty of information for your next training session.
Generations Word Search
Highlight words and concepts that promote generational diversity.
Looking Back
Quick activity to link past training to future lessons.
M.E.E.T.™ Multigenerational Workplace
This very simple, yet powerful activity is a great discussion primer. By having groups work on and answer four simple questions about a generation, team members have a chance to discuss and analyze stereotypes.
Paths to Success
Focus on goal setting for the training session. This quick assessment can be used to trigger thoughtful and meaningful discussion.
Set The Mood
This discussion trigger and energizer is intended to set the mood for the training session. Use any Sollah Interactive short video program (a SMART-START™ or meeting opener).
So Many Choices, So Much at Stake: Choosing the Right Training Resource for Your Organization
Perspective paper on the topic of trainer selection.
Stand Up!
This energizer is intended to refocus participants for continued learning. Use any one of the various Sollah Interactive short video programs (a SMART-START™ or meeting opener).
Summary of M.E.E.T.™ in Action
Handout - We need to be aware of generational differences and ways to work successfully in a multi-generational workplace. The M.E.E.T.™ model helps us communicate effectively and build a respect-filled workplace where people of all generations can do their best work.
Team Spark: Assess Your Communication Style
When communicating with others, particularly people from other countries, it is important to recognize when your communication style has become outdated and when it is time to upgrade to a new technique.
Team Spark: Craft Your Message With Purpose
Communication across differences is often done in a similar fashion. However, taking time to think about who, when, and how a message will be received allows the sender to craft a much more effective message that will produce much better results.
Team Spark: Create Structure to Help Bridge Barriers
The lack of face-to-face interaction reduces the team’s ability to adjust and adapt as quickly as a team that is located all at one site. In situations like this, having a clearly defined structure detailing everyone’s role and responsibilities is a key to success.
Team Spark: Cross-Pollinate to Spark Innovation
Within companies and teams, employees have the important role of sharing ideas between groups, departments, and teams. This “cross-pollination” of ideas helps to unlock the inherent creativity and innovation that lies within a company, but may need a spark from another source to bring it to life.
Team Spark: Find the Common Beat
Similar to a band with many different instruments playing together, a diverse team consists of many different personalities working together. While this diversity allows for innovation and creativity, it also makes it more difficult for team members to keep the same tempo. It is the role of the team member with the drummer personality to keep everyone communicating and completing tasks on time.