1. Long selling cycles: Running around sending out brochures, revising estimates time and time again, leaving a series of repetitive voicemails … you know how frustrating a long selling cycles can be. In fact, it was ranked the #1 obstacle faced by sales professionals nationwide. In this video, you’ll hear John Costigan’s insider advice on how to put an end to this problem. More...
2. Protecting accounts from competitive encroachment: The competition will call on your biggest clients. You know there is nothing you can do to prevent that. But you can prevent your clients from taking the call. In this video, John Costigan shows you how. 3. Matching Price: What do you do and say when your customers ask you to match a competitor's price? Unfortunately, all sales professionals have had their backs against the wall with this request. Here is how John suggests you approach the situation – without ever having to budge on your price and still win the business. More...
4. Time Management:
Sales professionals must operate like their own business. You are assigned a quota, given a laptop, cell phone, brochures, some encouraging words, and dropped off in a territory. And, with the exception of e-mail, voice mail and that weekly conference call, you are mostly on your own. With so much to handle, how do you effectively manage your time at work? John has several tips to share on the topic, including understanding what your time is really worth. More...
5. Getting the customer to open up:
Do you know what your customers really want? Do you know how you can really help them? All too often, sales professionals complain about not being able to get to their customer's real "pain.” In this video, John Costigan shows how to ask the crucial questions and get to your customer’s heart in three simple steps. More...
6. Closing the Deal:
How often do you go into a sales meeting and start off talking about the bells and whistles of your product and services? Who does most of the talking in your sales meetings? When you leave the meeting, have you closed the deal? In this video, John will show you why you should ditch the “old school” methods and take on a new approach to selling. More ...
7. Cold Calling: Preparation & Technique: What are the four must-not-forget steps you should follow before making a cold call? They make all the difference. Listen to what John has to say about cold calling before you pick up the phone again. More ...
8. Cold Calling: Overcoming Objections: "I'm busy." "I’m not the right person to speak to about your product." Every sales person has heard these lines when making cold calls. But do you know what to say to overcome these all-too-common objections? Listen to John's advice on how to handle objections. More ....
9. Damage Control:
Has an account in your territory been burned by a former representative at your company? Don't assume that this account is a lost cause. In this video, John will share with you insider tips on how to make a sale from an account gone bad. More ..
10. Building Your Process: Learn the three steps that John recommends for building a consistent sales pitch that works every time. More ...
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** These videos are viewable only with Windows Media Player. |
