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Sales Lessons from your Mom.  "If you do what they do, you'll end up like like they do".
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Sales Lessons from your Mom. "If you do what they do, you'll end up like like they do".

What is your approach to the gatekeeper?  Is it as an adversary or an ally?
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What is your approach to the gatekeeper? Is it as an adversary or an ally?

There is a saying, “you get what you ask for”.  The question is, “What are you asking for"?
03:29
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There is a saying, “you get what you ask for”. The question is, “What are you asking for"?

Often when working with a client, you have to decide if what you want is to be right or to win.
03:12
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Often when working with a client, you have to decide if what you want is to be right or to win.

When preparing for a sales presentation, does it feel like you have to have all the answers?
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When preparing for a sales presentation, does it feel like you have to have all the answers?

https://www.longraham.com When you are preparing for a sales presentation, does it feel like you need to have all the answers before you give the presentation? That’s a lot of pressure. It’s also not true. Early in my sales career, I thought the same thing. Then, I read an article written by a very successful sales professional. In the article, she talked about thinking she needed to have all the answers in her presentation to ensure she was credible. She was struggling and felt like it was time for a different approach. She got advice that changed her approach to sales presentations and her success. What I learned from her is what really happens. When you have all the answers, it is hard for you clients to believe you. Instead, you don’t have to know all the answers. When you don’t have an answer, share that you’ll get more information and follow up. Ask you prospective client the best way to follow up with the information. Then, follow up with the information in the way they suggested. This approach makes you more human, and more believable. When you follow up, you are consistent. When you follow up with the right information, you are credible. Prospective clients are looking to work with sales professionals that will show up again. They are also looking to work with sales professionals they can believe in. If you are looking for ways to create more recurring sales, call me and let’s talk. The number is in the comments below. For now, I’ll get out of here on this. You don’t need to have all the answers when you give a sales presentation. You need to have enough answers, not all the answers. Not having all the answers up front give you a chance to demonstrate consistency and credibility by coming back to follow up. You can demonstrate consistency by coming back with the answer. You can demonstrate credibility by coming back with the right answer. These are two important qualities your prospective client wants from you. Use this approach. It’s good for you. And It’s good for business. Thank you. #sales #salesresults #salespresentation #credible #consistent For more information, go to https://www.longraham.com contact: web site: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales
The Great Pricing Debate:  Who brings it up first?  You or Your Client
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The Great Pricing Debate: Who brings it up first? You or Your Client

https://www.longraham.com When I talk with sales professionals about challenges they face with clients, the topic of pricing and pricing resistance often comes up. It is important to talk about for sure. The question I have is, “Who initiates the discussion about pricing?” There is a big difference in being prepared to talk about pricing and expecting to talk about pricing. The difference lies in how you approach the presentation. If you expect to talk about price, you end up selling to price. We’ve all done it, including me. We’ve heard our client bring up price so often that we want to overcome the resistance to price before it even comes up. So, we end up selling to price. If you are prepared to talk about price, then you are ready to offer solutions. Being prepared to talk about price means you focus the presentation on how your product will contribute to your client being more productive and more profitable. If your client brings up pricing alternatives after understanding what your product can do for their business, then you can offer mutually beneficial alternatives. One of the best alternatives is to exchange their commitment for pricing incentives. If your client is willing to commit to: Buying a minimum number of units, Buying for a specific time period Buying only from you in an exclusive arrangement Then you can offer pricing incentives from a position of strength. If you are looking for more ways to connect with your clients and grow sales, go to longraham.com and schedule a call. For now, I’ll get out of here on this. In one of my keynotes, I talk about anticipating your client’s response before they give it. Expecting your client to bring up price often becomes a self-fulfilling prophecy. Instead, focus the presentation on how your product can make your client more productive and more profitable. Then, if they bring up the topic of price, you can negotiate from a position of strength. It’s good for business. And, it’s good for you. Thank you. #getwuw #sales #salesresults #salespresentation #price For more information, go to https://www.longraham.com contact: web site: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales
As a sales professional, are you waiting to schedule that sales meeting until you are ready?
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As a sales professional, are you waiting to schedule that sales meeting until you are ready?

www.longraham.com As a sales professional, are you waiting to schedule a presentation or sales meeting until you are ready? If that is true now, then it will likely be a long time before you think you are ready. The reality of it is, you are probably ready enough. Last week, I hosted my first sales program. Until last week, most of the speeches and programs I presented were at someone else’s meeting/event. From the very beginning, I felt like there were some things I will do well. I also knew that there will be things I will learn to do better. It turned out that some things in the program were good and some things will get better. We all have goals going into sales meetings and programs. Instead of approaching this program as a win/lose event, I went into it with the understanding that there are things I will like about it and things I will learn from it. Now that the program is done and my assessment is complete, here are 3 things of each. Liked: 1) The participants learned something and had fun 2) Talking about sales and client engagement with sales professionals at my program 3) The fact that I did it. Learned: 1) Pick a winnable target/ goal 2) The program can be good and get better at the same time 3) Ways to make speeches and workshops that I present better at other company’s meetings/events If you are looking for more ways to connect with your clients and grow sales, go to longraham.com and schedule a call. For now, I’ll get out of here on this. Going back to that presentation / sales meeting that you don’t know if you’re ready for yet, try taking this approach. Schedule it. Set winnable goals. Do your best. Know that when you are done, there will be things you liked and things you learned. If you use both to get ready for the next time, you will do better next time. Go ahead and schedule that sales meeting with your client. It will be good for you. And, it will be good for business. Thank you. #getwuw #sales #salesresults #salespresentation #ready For more information, go to https://www.longraham.com contact: web site: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales
As a sales professional, what can you do when you feel stuck?
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As a sales professional, what can you do when you feel stuck?

https://www.longraham.com If you are feeling stuck and want to get more creative as a sales professional, The best way to do it is to change your perspective. The best way to change your perspective is to change your view. Changing your view gives you an opportunity to look at something differently. As a sales professional, it is easy to get stuck in the process of selling. The process, metrics and KPI’s are definitely important. Sometimes, though, we get stuck in the metrics and KPI’s. If you feel stuck, stop focusing on the process for a few minutes and maybe even for an entire day. Change it up and do something different. Go out and meet with an existing client in person and see how they’re doing. Pick up the phone and call an existing client and see how they’re doing. Contact a former client and see how they’re doing. Ask questions about what is going on in their world. Ask questions about what they’re working on. Ask questions about what they’re trying to accomplish. The answers these questions will help change your perspective. Changing your perspective will stimulate creativity and help you get unstuck. If you want to learn more about how to connect with your clients and get the sales results you want, go to longraham.com and schedule a call. For now, I’ll get out of here on this: When you are feeling stuck and in a rut, It helps to remember that sales is a people business. Go out and contact your people. Contact your current clients and past clients. Find out what they’re doing. It will give you a different perspective. A different perspective will stimulate your creativity. It’s good for you. And - It’s good for business. Thank you. #getwuw #sales #creativity #stuck #client For more information, go to https://www.longraham.com contact: web site: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales
What are the 3 P's of Selling?  Product / Process / People
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What are the 3 P's of Selling? Product / Process / People

www.longraham.com What are the 3P’s of selling? The 3 P’s of selling are Product, Process and People. Product is what you sell. Process is how you sell it. People is who you sell it to. In reality, People who is buys from you. All three are important. Most sales professionals do a really good job of learning their Product. With two-thirds of the outside sales professionals achieving quota last year, most sales professionals also do a good job executing their process. People is the P we tend to focus on last. As a sales professional, people is the P you can have the biggest impact on. Once you have a base level knowledge of your product, It’s a good idea to spend at least as much time on the people as you do on the process. When you understand your client, You can present your product in terms that resonate with them. When you present your product on their terms, You create a way for your client to personalize your product. When your client can personalize your product, They are more like to buy your product and buy it from you. If you want to learn more about how to connect with your client and grow your sales, Go to longraham.com and schedule a call. For now, I’ll get out of here on this: Remember the 3 P’s of sales – product, process and people. The best sales professionals spend as much time people as they do on the other two. The best clients are often buying from the best sales professionals. Once you get a base level knowledge of your product, Spend a lot of time learning about your people. Then, present your product in a way your client can personalize it. It’s good for business. And - It’s good for you. Thank you. #getwuw #sales #speaker #coach #presenter For more information, go to https://www.longraham.com contact: web site: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales
As a sales professional, what is your client’s perception of the brand you represent?
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As a sales professional, what is your client’s perception of the brand you represent?

www.longraham.com As a sales professional, What is your client’s perception of the brand you represent? If your client is frustrated with the brand, It likely because you are frustrated with the brand. If the client is excited about the brand, It is likely because you are excited about the brand. As long as your product meets the minimum requirements, Your client will take its cues from you. To your client, You are the face of the brand. Which means your client’s perception of the brand; is a direct reflection of your perception of the company you represent. Recognizing that you are the face of the brand can be both scary and liberating. It can be scary because it is a lot of responsibility. It can be liberating because it means you have the ability to influence your client’s perception of the brand you represent. If you are watching this, I hope you lean toward liberating. If you want to learn more about how to connect with your client and grow your sales, Go to longraham.com and schedule a call. For now, I’ll get out of here on this: Remember that your client will get its perception of the brand from you. Whenever you talk with your client, keep any frustration you may have to yourself. As much as possible, share enthusiasm about the company you represent. It is good for your business. And - It’s good for you. Thank you. #getwuw #sales #speaker #coach #advocate For more information, go to https://www.longraham.com contact: web site: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales
One of the most important sales lessons, I learned as a kid growing up watching my Dad.
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One of the most important sales lessons, I learned as a kid growing up watching my Dad.

One of the most important lessons about sales, I learned as a kid growing up watching my Dad. What lesson did I learn from him? It is the transformational power of being nice. In different environments. From being at a restaurant to being with people he worked with, I saw people change when he spoke with them. Those people changed because he was nice. When you are nice to someone, You validate them. When they are validated, they feel important. When they feel important, they feel empowered. When they feel empowered, they want to do good things. When you are the person that makes them feel empowered, They want to do good things with you and for you. Please remember, your clients are people too. If you want to transform your clients into fans, The best place to start is by being nice. If you want to learn more about how to connect with your client, Go to longraham.com and schedule a call. For now, I’ll get out of here on this: Remember that being nice transforms your client. Transforming your client is good for business. It’s good for their business. It is also good for your business. And - It’s good for you. Thank you. #getwuw #sales #speaker #coach #advocate #nice For more information, go to https://www.longraham.com contact: web site: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales
When you show up to see a good client and it is on fire, do you know what that client needs?
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When you show up to see a good client and it is on fire, do you know what that client needs?

What if you showed up to see a good client and their business is on fire? How do you handle it? Do you know your client’s business well enough to know what they need? You can see a fire and depending on the situation; Offer two different solutions. How do you know which one is right? If your client business is getting destroyed by the fire, it needs a fire extinguisher, and maybe even a fire truck. If your client’s business is on fire because it is doing so well, it needs fuel. Think in terms of adding coal to a fire to generate more steam for a steam engine. It goes back to the original question: If your client’s business is on fire, do you know what it needs? The goal is to diagnose your client’s business as quickly as possible. When you know you client’s business well enough to diagnose it quickly, You can provide the right solution for that client. If you want to learn more about how to connect with your client, Go to longraham.com and schedule a call. For now, I’ll get out of here on this: Get to know your client and their business well enough that you know what it needs when it’s on fire. Get to know if it needs a fire extinguisher, fire truck or fuel when you see it on fire. Then, you can provide the right solution. When you can provide the right solution for your client, It’s good for business. And - It’s good for you. Thank you. #getwuw #sales #speaker #coach #advocate For more information, go to https://www.longraham.com contact: web site: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales
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