Search Video Library for: Video Vignettes
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?"
Seek Contrary Evidence (Interviewing Tip)
Explanation of the probing strategy of seeking contrary evidence.
Shamu Special
Review of the power of positive relationships.
She's Just a Kid
Workplace stereotyping based on age.
She's the One
Dealing with third-party sexual harassment and the fear of retaliation.
So, How Am I Doing? (from Achieving Communication Excellence)
The importance of being proactive and clarifying information when giving and receiving feedback.
Some of My Best Friends Have Them
Comments on provocative attire (towards a co-worker) in the workplace.
Speak Up! (from Achieving Communication Excellence)
Gain confidence to communicate in a direct and clear manner.
Stay in Control (from Increasing Emotional Intelligence)
Let's face it, sometimes we feel like we're going to explode! But we must be able to manage our emotions while at work - or else face the repercussions. And there are tools to do just that!
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 Generations in the Workplace
Misunderstanding. Frustration. Conflict. All of these words describe the feelings of employees and team members in a workplace that now employs four generations. This new Straight TALK™ series focuses on the definition and common issues around our multi-generational workforce. 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 Resolving Conflict in the Workplace
Conflict in the workplace isn't always unhealthy. There are many things to consider when dealing with both healthy and detrimental workplace conflict. This new Straight TALK™ series focuses on understanding conflict and our options on handling it. 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: Appropriate Action
Dealing appropriately with unprofessional behavior caused by substance abuse.