There’s more to asking buyers for a referral than just asking them for names of other possible buyers. There’s also the matter of finding the opinion leaders who could open countless doors. How do you get that other referral? Watch and find out.

Sales reps have always learned that they should justify their price before closing the sale. But that old wisdom may not hold up as well as you’d think. Why not? Watch today’s episode to find out.

What’s the worst thing a sales professional can do for a prospect in the first meeting? Present a solution. Even if its the perfect solution, the buyer isn’t ready to hear it. Why not? Watch this video to find out.

Conventional wisdom says that the more control sales professionals have, the likelier they are to win a sale. But too much control can lead to trouble. What to do? Watch this video and find out.

Every sales person eventually deals with customers who have unrealistic expectations. What can you do to make sure your buyer’s expectations are aligned with reality? Watch this video to find out.

The prospect is stalling and if they don’t quickly figure out why, the sale will be lost. What’s a sales professional to do? Watch the new Selling Essentials Minute to find out what to do when a prospect is deliberately delaying a sale.

Who’s to blame when a steady account goes quiet and eventually leaves for a competitor? You are, for letting the customer drive the sales process. Watch this video to learn more.

How can sales professionals keep from being automatically ignored by prospects? By doing something that the prospect isn’t expecting.

The less time it takes to close a deal, the sooner you can move on to the next one. So how can you close deals more quickly? Watch this video and find out.

Ever ask a customer for a referral, only to have them fail to come up with a suitable name? Well, Linkedin can help you can your customer come up with high-quality referrals. Watch this video to learn how.