Search Video Library for: Sales

My Brother-in-Law Works Over There

My Brother-in-Law Works Over There

We have an obligation to keep up with current developments in our industry. That includes the right and responsibility to obtain information about the competition. However, there are right ways and wrong ways to get that information; we must always choose the right way. And the right way is to know and follow the organization’s policy on gathering competitive information.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance

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.

Off-The-Shelf Video Program (ILT) Personal Performance Sales & Service, Sales, Selling

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.

Off-The-Shelf Video Program (ILT) Personal Performance Sales & Service, Sales, Selling

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.

Off-The-Shelf Video Program (ILT) Personal Performance Sales & Service, Sales, Selling

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.

Off-The-Shelf Video Program (ILT) Personal Performance Sales & Service, Sales, Selling

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.

Video Vignettes Personal Performance Interpersonal Skills, Communication, Professionalism, Sales, Selling

Analyze Needs (Sales Process)

Analyze Needs (Sales Process)

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

Video Vignettes Personal Performance Sales & Service, Communication, Sales

Coaching Moment 1 (Sales Coaching)

Coaching Moment 1 (Sales Coaching)

Coaching to keep a strength from becoming a liability. This video specifically covers recognizing buying signals and building trust without losing credibility.

Video Vignettes Personal Performance Sales & Service, Interpersonal Skills, Sales

Coaching Moment 2 (Sales Coaching)

Coaching Moment 2 (Sales Coaching)

Helping a sales rep deal with objections to close the sale. Pricing objections, price justifications and connecting customers needs to your solutions are all covered in this realistic scenario.

Video Vignettes Leadership Sales & Service, Communication, Sales

Establish Commitment (Sales Process)

Establish Commitment (Sales Process)

Discusses how to gain commitment from a client during a sales interaction.

Video Vignettes Personal Performance Sales & Service, Communication, Sales

Link to Solutions (Sales Process)

Link to Solutions (Sales Process)

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

Video Vignettes Personal Performance Sales & Service, Communication, Sales

Recognize Opportunities

Recognize Opportunities

Helping a sales staff member recognize (the importance of) sales opportunities.

Video Vignettes Personal Performance Sales & Service, Communication, Sales

Recognize Opportunities (Example 1)

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.

Video Vignettes Personal Performance Sales & Service, Communication, Sales

Recognize Opportunities (Example 2)

Recognize Opportunities (Example 2)

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

Video Vignettes Personal Performance Sales & Service, Communication, Sales

Resolving Problems (Example 1)

Resolving Problems (Example 1)

A demonstration of how to use problem-solving skills to help resolve an issue with a sales team member.

Video Vignettes Personal Performance Sales & Service, Communication, Problem Resolution, Sales

Sales Made Simple™ - Can't Get Past Voice Mail

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?"

Video Vignettes Personal Performance Sales & Service, Coaching & Mentoring, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

Sales Made Simple™ - Sales tactics I'm not comfortable with...

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?"

Video Vignettes Personal Performance Sales & Service, Coaching & Mentoring, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

Sales Made Simple™ Cutting our price isn't an option...

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

Sales Made Simple™ They just won't make a decision...

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?”

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

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?"

Video Vignettes Personal Performance Sales & Service, Sales, Selling

The Oh Series™ Everyday Ethics: I Take Care of My Friends

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.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance, Discussion Trigger, Onboarding, Professionalism

The Oh Series™ Everyday Ethics: It's Expected

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.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance, Discussion Trigger, Onboarding, Professionalism

The Oh Series™ Everyday Ethics: The Only Game In Town

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.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance, Discussion Trigger, Onboarding, Professionalism

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.

Discussion Cards Diversity, Equity, Inclusion & Belonging Sales & Service, Diversity Dynamics, Inclusion / Equity / Belonging, Respect / Respectfulness

Whale Done! - Program Introduction with Ken Blanchard

Whale Done! - Program Introduction with Ken Blanchard

Ken Blanchard introduces the Whale Done! approach to building trust and positive relationships.

Video Introduction Leadership Effective Leadership, Communication, Interpersonal Skills, Effective Leadership, Professionalism, Sales & Service

Whale Done! in Action - Program Introduction/Whale Done! Philosophy

Whale Done! in Action - Program Introduction/Whale Done! Philosophy

Introduces the Whale Done! philosophy of building positive relationships to turn your workplace into a place with a positive and passionate spirit.

Video Introduction Leadership Effective Leadership, Communication, Interpersonal Skills, Effective Leadership, Professionalism, Sales & Service

Johnny the Bagger® - Final Thought

Johnny the Bagger® - Final Thought

How to provide service from the heart

Video Summary Personal Performance Customer Service, Change, Communication, Customer Service, Interpersonal Skills, Motivation, Professionalism

Whale Done! - Program Summary (Building Relationships)

Whale Done! - Program Summary (Building Relationships)

Review of Whale Done! approach; building relationships to get positive results.

Video Summary Leadership Effective Leadership, Communication, Interpersonal Skills, Effective Leadership, Professionalism, Sales & Service

SMART-START™ Sales Truths

SMART-START™ Sales Truths

A clear-cut video that uses music,text and graphics to energize a group and share the fundamental truths of successful selling.

Meeting Openers Personal Performance Sales & Service, Communication, Professionalism

A.C.T. with Integrity™: Real Situations for Discussion

Your organization operates at a fast pace—which means ethical choices have to be made quickly by employees, team members, managers and others... every day. And every time they make a choice, they hold the future well-being of your organization in their hands. A.C.T. with Integrity™ is a proven tool and model for helping people learn how to “do the right thing, for the right reasons, in the right way.”

Off-The-Shelf Video Program (ILT) Ethics & Compliance Ethics & Integrity, Communication, Compliance, Interpersonal Skills, Effective Leadership, Onboarding, Professionalism

Everyday Diversity™ The Assertive Salesperson

Everyday Diversity™ The Assertive Salesperson

When we think about other people, we need to be aware of how bias may come into play. This is particularly true when the same behavior is seen as positive or negative depending on the gender of the other person. As we think about how to put awareness into action, we must watch the words we use to describe others and strive to be fair and equitable in our descriptions.

Video Vignettes Diversity, Equity, Inclusion & Belonging Inclusion / Equity / Belonging, Diversity Dynamics, Respect / Respectfulness

A.C.T. with Integrity™: Real Situations for Discussion (Original)

A.C.T. with Integrity™: Real Situations for Discussion (Original)

Discrimination. Theft. Dishonesty. Are your employees prepared to face ethical issues and respond in ways that meet the high standards of your organization and adhere to the letter of the law? Equip employees to make the right choices in tough ethical situations.

Off-The-Shelf Video Program (ILT) Ethics & Compliance Ethics & Integrity, Communication, Compliance, Interpersonal Skills, Effective Leadership, Onboarding, Professionalism, Unconscious / Hidden Bias

Accentuate the Positive

Accentuate the Positive

How encouraging and reinforcing positive behavior will improve performance and build positive relationships.

Video Vignettes Personal Performance Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Build Trust

Build Trust

Building positive relationships by building trust.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Redirect

Redirect

Redirecting focus when mistakes are made is a key strategy to building positive relationships.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Redirection and the Five Steps Explained

Redirection and the Five Steps Explained

Explains how to refocus attention and energy on desirable behavior.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Redirection With a Coworker

Redirection With a Coworker

How using positive redirection with a coworker improves relationships and performance.

Video Vignettes Leadership, Personal Performance Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Redirection With a Team Member

Redirection With a Team Member

How using positive redirection with a team member improves relationships and productivity.

Video Vignettes Leadership, Personal Performance Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Redirection With an Employee

Redirection With an Employee

How a supervisor uses positive redirection to correct a mistake and meet customer needs.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Shamu Special

Shamu Special

Review of the power of positive relationships.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Effective Leadership, Professionalism, Sales & Service

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.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance, Discussion Trigger, Onboarding, Professionalism

The Oh Series™ Everyday Ethics: Divide and Conquer

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.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance, Discussion Trigger, Onboarding, Professionalism

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.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance, Discussion Trigger, Onboarding, Professionalism

Whale Done! Response and the Four Steps Defined

Whale Done! Response and the Four Steps Defined

Introduces the importance of 'catching' people doing things right as a way of building positive relationships and motivating employees.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Whale Done! To a Manager

Whale Done! To a Manager

How using specific language to describe a job well done encourages management performance.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Effective Leadership, Professionalism, Sales & Service

Whale Done! To a Work Team

Whale Done! To a Work Team

Explains the positive impact a Whale Done! approach has on a work team.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Whale Done! To an Individual

Whale Done! To an Individual

Using the Whale Done! approach to encourage an employee to take initiative with a new process.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

The Business Trip

The Business Trip

Ethical use of an expense account

Case Studies Ethics & Compliance Ethics & Integrity, Compliance, Professionalism, Sales & Service

Getting Paid to Scroll

Getting Paid to Scroll

Time theft hurts the company. A recent study estimates that it costs U.S. employers more than $400 billion per year in lost productivity. Five to ten minutes here and there add up to big losses over time. So, the bottom line is, we all have a responsibility to know and follow the organization’s policy on our work responsibilities. Remember, it doesn't matter if 'everybody's doing it’... simply put, it breaks trust.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance

It Isn’t in Their Best Interest

It Isn’t in Their Best Interest

We all know that situations where we’re trying to win business put a lot of pressure on everyone involved. And we also know that comparing our products and services to the competition must be done in a truthful manner. The bottom line is, we all have a responsibility to know and follow the organization’s policies relating to how we talk about our competitors.

Video Vignettes Ethics & Compliance Ethics & Integrity, Compliance

Let Me Make Myself Perfectly Clear! (from No Problem!)

Let Me Make Myself Perfectly Clear! (from No Problem!)

Like it or not, you're going to deal with angry customers from time to time. And no matter how much they might test your patience, it's really important to keep a mindset that there’s “no problem” to big that can’t be solved. First, start by just letting the customer vent and acknowledge their emotions. Let them know you're listening by restating or agreeing with something they've said. If necessary, gently confront the angry customer to help gain control of the situation. And then, when you feel it's appropriate, begin to move the customer toward a solution.

Video Vignettes Leadership, Personal Performance Customer Service, Sales & Service

This Needs to Go Out Today! (from No Problem!)

This Needs to Go Out Today! (from No Problem!)

It can be easy to forget that our internal customers are just as important as our external customers. Sometimes, we tend to take the people we work with for granted. But that's no excuse for not caring; or drawing other employees into the situation. Instead, you should focus on fixing the problem. Look for alternative solutions. And be sure to follow up to make sure things are taken care of.

Video Vignettes Leadership, Personal Performance Customer Service, Sales & Service

You Promised It Would Be Here Today! (from No Problem!)

You Promised It Would Be Here Today! (from No Problem!)

There's going to be times when you (or someone in your organization) will have to deal with a customer whose expectations aren't being met - for whatever reason. Stay away from making excuses, grilling the customer, or questioning what a co-worker has promised. Instead, stay positive and keep your focus on what you can do to solve the customer's problem. To do that, thank the customer for calling. Do everything in your power to fix the problem. Offer the customer something extra. And be sure to leave things on a positive note by renewing the relationship.

Video Vignettes Leadership, Personal Performance Customer Service, Sales & Service

Your Path to Success™ Serving Others

Your Path to Success™ Serving Others

These days, when most people pick up the phone, write an email or walk into an office or store, they pretty much expect the service they're going to get is indifferent or even just plain awful. Little things like… Thanking the customer and empathizing with their situation. Acknowledging their emotions, rather than ignoring them. And reassuring the customer that your goal is to help… Those are the kinds of things that make customers feel like you really care.

Video Vignettes Personal Performance Sales & Service, Communication, Customer Service, Personal Improvement, Professionalism

SMART-START™ Coaching: It Takes Work!

SMART-START™ Coaching: It Takes Work!

This brief, high-impact video uses inspirational quotes and thought-provoking statements, wrapped around music, visual images and graphics to enlighten your audience about coaching others.

Meeting Openers Leadership Effective Leadership, Change, Communication, Interpersonal Skills, Management, Professionalism, Sales & Service

SMART-START™ Government Pride: Serving in the Public Sector

SMART-START™ Government Pride: Serving in the Public Sector

Create a true sense of purpose in leadership,service,learning and growth for those people who serve in the United States public sector.

Meeting Openers Personal Performance Motivation, Effective Leadership, Sales & Service

No Problem! Serving Others with Respect™

No Problem! Serving Others with Respect™

SOLLAH EXCLUSIVE!

These days, when most people pick up the phone or walk into an office or a store, they pretty much expect the service they're going to get is indifferent at best, and most of the time is going to be plain awful. It doesn't have to be that way! The truth is... we all make the difference in how a customer feels about our organization; not a policy, not a manager... It's us. Period. If you can help move a customer issue or complaint to a “no problem", then you're going to feel great about doing what you do. And, your customers are going to go away feeling like you treated them right.

Off-The-Shelf Video Program (ILT) Leadership, Personal Performance Customer Service, Communication, Onboarding, Sales & Service

Maximized Leadership™ The Power Of Positivity

Maximized Leadership™ The Power Of Positivity

SOLLAH EXCLUSIVE!

This exciting new program is designed to teach people how to improve their relationships at work in order to become more productive and to achieve better results. We have to rely on and work with others in order to be productive and achieve results. The problem is that many work environments are not conducive to positive relationships. Instead, they are focused on the mistake, leading us to inadvertently reinforcing what we don’t want to happen - the negative behavior. This program shows learners how to improve workplace relationships and productivity by using the Positivity Approach.

Off-The-Shelf Video Program (ILT) Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Are You Going to Get That? (from No Problem!)

Are You Going to Get That? (from No Problem!)

Being interrupted by a ringing phone when you're dealing with a face-to-face customer can be a real challenge. It's like you're being pulled in two different directions at the same time. So, what do you do? Well, in most cases, the best approach is to focus on making sure the customer you're dealing with face-to-face takes priority. To do that, ask the customer for permission to put the caller on hold and wait for their response. Then, ask the caller to hold. And finally, thank the customer for waiting and finish up.

Video Vignettes Leadership, Personal Performance Customer Service, Sales & Service

You’re The Third Person I’ve Talked To! (from No Problem!)

You’re The Third Person I’ve Talked To! (from No Problem!)

Being on the receiving end of a caller that has been transferred a lot of times - especially when the people they've talked to before haven't been very helpful - can really test your customer service skills. There are a couple of things you can do. Be sure to empathize with the caller. Assure the customer that you can help. And, finally, if it's absolutely necessary to send the call to a manager, ask the customer for enough information to make sure that you can direct the call to the right place. And then explain what actions you're going to take to fix the problem.

Video Vignettes Leadership, Personal Performance Customer Service, Sales & Service

It’s A Policy Thing (from No Problem!)

It’s A Policy Thing (from No Problem!)

Policies and procedures are good and necessary parts of doing business. But they can easily become an excuse for just telling the customer what you can't do... rather than letting them know what you can do. Obviously, every situation is different. But working to find a real win-win solution - even if that means getting approval to make an exception to a policy - is one of the best ways to ensure long-term customer loyalty. To do that, always be sure to empathize with your customer. Reassure the customer that you will do everything that you can to help. Then use your best judgment to make it right.

Video Vignettes Leadership, Personal Performance Customer Service, Sales & Service

Responding to Mistakes (from Maximized Leadership™ The Power Of Positivity)

Responding to Mistakes (from Maximized Leadership™ The Power Of Positivity)

There's always a better way to deal with the inevitable mistakes that happen in the workplace. And that's where positive redirection comes in. The purpose of redirection is to refocus energy and attention either back to what someone is supposed to do; or, if necessary, on to something else.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Why Did I Push All Those Buttons? (from No Problem!)

Why Did I Push All Those Buttons? (from No Problem!)

We all know that customers can get frustrated when dealing with automated phone systems, right? So, when you run into that kind of a situation, avoid making excuses or saying things like - "I know - I hate pushing all those buttons, too." Instead, thank the customer for waiting. Empathize with how frustrating it can be. Reassure the customer that you're willing to help. And be sure to keep your tone of voice and choice of words positive.

Video Vignettes Leadership, Personal Performance Customer Service, Sales & Service

Introduction (from Maximized Leadership™ The Power Of Positivity)

Introduction (from Maximized Leadership™ The Power Of Positivity)

What's the most common response you get when you do something right at work? If you said - nothing - you're right. People usually only pay attention to you when you make a mistake. The fact is a "gotcha" approach is what most people experience on the job. Which basically means they never hear from anyone until they mess up. And when they do hear from someone - it's usually to point fingers and make sure they know it's their fault.

Video Introduction Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

The Oh Series™ Ethics & Transparency

The Oh Series™ Ethics & Transparency

When it comes to price fixing, bid rotation, bribery... your organization has specific policies prohibiting these illegal behaviors. In this program, we'll look at some examples of Sherman Act/DOJ-related ethical situations that can make a person say “OH?...”

Off-The-Shelf Video Program (ILT) Ethics & Compliance Ethics & Integrity, Culture Commitment, Professionalism, Sales

Whale Done!™ in Action

Whale Done!™ in Action

Whale Done!™ in Action teaches how the Whale Done!™ Approach is applied to real-life business situations.

Off-The-Shelf Video Program (ILT) Leadership Effective Leadership, Communication, Customer Service, Interpersonal Skills, Effective Leadership, Professionalism, Sales & Service

Whale Done! The Power of Positive Relationships™

Whale Done! The Power of Positive Relationships™

Best-selling author Ken Blanchard shows how to improve workplace relationships and productivity by using the Whale Done!™ approach. Based on behavior-changing strategies developed at SeaWorld, Whale Done!™ offers a compelling message and memorable workshop tasks that will have an immediate and positive impact on your workplace.

Off-The-Shelf Video Program (ILT) Leadership Effective Leadership, Communication, Interpersonal Skills, Effective Leadership, Professionalism, Sales & Service

A.C.E. It! - Introduction to the A.C.E. It Steps

A.C.E. It! - Introduction to the A.C.E. It Steps

Acknowledge the variety of tough situations that can arise in the workplace and introduce easy problem solving steps.

Video Introduction Personal Performance Interpersonal Skills, Change, Communication, Effective Leadership, Sales & Service

Ask Fact and Feeling Questions

Ask Fact and Feeling Questions

Asking questions to understand a problem

Video Vignettes Personal Performance Interpersonal Skills, Change, Communication, Effective Leadership, Sales & Service

Evaluate Options and Select a Workable Solution

Evaluate Options and Select a Workable Solution

How to best evaluate solution-based options.

Video Vignettes Personal Performance Interpersonal Skills, Change, Communication, Effective Leadership, Sales & Service

Guess What I Heard

Guess What I Heard

The negative impact of passing along gossip and rumors about coworkers

Video Vignettes Diversity, Equity, Inclusion & Belonging Diversity Dynamics, Communication, Inclusion / Equity / Belonging, Interpersonal Skills, Effective Leadership, Professionalism, Respect / Respectfulness, Sales & Service

She's Just a Kid

She's Just a Kid

Workplace stereotyping based on age.

Video Vignettes Diversity, Equity, Inclusion & Belonging Diversity Dynamics, Communication, Inclusion / Equity / Belonging, Interpersonal Skills, Effective Leadership, Professionalism, Respect / Respectfulness, Sales & Service, Unconscious / Hidden Bias

Take Another Look

Take Another Look

Do we consider what impact the judgments we make have on morale, relationships, even careers of others? This video is a powerful tool for understanding the impact of hidden biases and stereotypes.

Video Vignettes Diversity, Equity, Inclusion & Belonging Unconscious / Hidden Bias, Diversity Dynamics, Inclusion / Equity / Belonging, Interpersonal Skills, Effective Leadership, Professionalism, Respect / Respectfulness, Sales & Service

Life is a Series of Presentation - Introduction

Life is a Series of Presentation - Introduction

Introduces the concept that life is a series of presentations.

Video Introduction Personal Performance Communication, Interpersonal Skills, Professionalism, Sales & Service

I Can A.C.E. That Problem

I Can A.C.E. That Problem

A.C.E. stands for "Assess, Create, Execute." First, assess the situation to fully understand the problem. Then, create a plan by brainstorming solutions. Finally, execute the plan. Keep in mind to review and adapt as necessary along the way.

Video Summary Personal Performance Interpersonal Skills, Change, Communication, Effective Leadership, Sales & Service

Whale Done! Lapel Pins (10 pack)

Whale Done! Lapel Pins (10 pack)

Great as a training take away or reinforcement of the Whale Done! This 1-inch Whale Done! lapel pin is hand-crafted in brass, filled with the authentic black and white colors of the killer whale, and finished with our Whale Done! logo in gold. Packaged in sets of 10 lapel pins.

Tools & Take Aways Leadership Effective Leadership, Communication, Interpersonal Skills, Effective Leadership, Professionalism, Sales & Service

The Positive Response (from Maximized Leadership™ The Power Of Positivity)

The Positive Response (from Maximized Leadership™ The Power Of Positivity)

A positive response is a way to let an employee or team member know that not only are they doing a good job; but that you care about them as a person and appreciate their contribution. We've all gotten the little pats on the back before; the "nice goings" and the "good jobs." And there's nothing wrong with those. But a positive response is more than that.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Positive Redirection with a Co-Worker (from Maximized Leadership™ The Power Of Positivity)

Positive Redirection with a Co-Worker (from Maximized Leadership™ The Power Of Positivity)

A positive redirection response will work in 99% of the cases where you might be tempted to use a negative "gotcha" response on someone. And giving someone a redirection response can be done very quickly - often times in a minute or less. Here's an example of positive redirection with a co-worker.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Positive Redirection with a Team Member (from Maximized Leadership™ The Power Of Positivity)

Positive Redirection with a Team Member (from Maximized Leadership™ The Power Of Positivity)

A positive redirection response will work in 99% of the cases where you might be tempted to use a negative "gottcha" response on someone. And giving someone a redirection response can be done very quickly - often times in a minute or less. Here's an example of positive redirection with a team member.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Positive Redirection with an Employee (from Maximized Leadership™ The Power Of Positivity)

Positive Redirection with an Employee (from Maximized Leadership™ The Power Of Positivity)

A positive redirection response will work in 99% of the cases where you might be tempted to use a negative "gotcha" response on someone. And giving someone a redirection response can be done very quickly - often times in a minute or less. Here's an example of positive redirection with an employee.

Video Vignettes Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

Say Something Positive Today (from Maximized Leadership™ The Power Of Positivity)

Say Something Positive Today (from Maximized Leadership™ The Power Of Positivity)

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 positive responses are so important.

Video Summary Leadership Effective Leadership, Communication, Interpersonal Skills, Professionalism, Sales & Service

A.C.E. It!™ How to Solve Tough Workplace Problems

A.C.E. It!™ How to Solve Tough Workplace Problems

Does your organization recycle the same tired approaches to problems that never seem to go away? Equip your workforce with a proven problem-solving model to tackle poor quality, inefficiency, uneven performance and more. Individuals or teams can solve any problem once and for all when they learn to A.C.E. It!

Off-The-Shelf Video Program (ILT) Personal Performance Interpersonal Skills, Change, Communication, Effective Leadership, Sales & Service

I Just Don't Fit In...

I Just Don't Fit In...

How language barriers and occupational jargon can create exclusiveness within the workplace.

Video Vignettes Diversity, Equity, Inclusion & Belonging Diversity Dynamics, Communication, Inclusion / Equity / Belonging, Interpersonal Skills, Effective Leadership, Professionalism, Respect / Respectfulness, Sales & Service

SMART-START™ Customer Service: Think Like a Customer

SMART-START™ Customer Service: Think Like a Customer

A thought-provoking video that uses music,text and graphics to inspire and stimulate discussion about customer service.

Meeting Openers Personal Performance Customer Service, Communication, Interpersonal Skills, Professionalism

Probe for Actions Taken (Interviewing Tip)

Probe for Actions Taken (Interviewing Tip)

Example of interview question and candidate response to prompt probing question. Interviewee is asked to describe a time when they did a market research that was a meaningful influence on product sales.

Video Vignettes Leadership Management, Communication, Effective Leadership, Professionalism