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.

Sales professionals leave the door open for competitors to steal their clients all the time. What can you do to make sure those doors stay closed? Watch this video and find out.

Good sales reps know that change creates opportunities to win new business. But what kinds of change produce the best possible edge? Watch the new Selling Essentials Minute to find out.

When working on a big sale, it helps to have someone on the inside who can sing your praises to the decision makers. So how do you find that person? Watch the new Selling Essentials Minute to find out.

Networking is hard work, that doesn’t usually pay off for most sales reps. But using Linkedin can change all that. How? Watch this episode of the Selling Essentials Minute to find out.

When selling, the value equation seems simple; benefits create value, which lead to sales. But that doesn’t mean more benefits will necessarily mean more sales. Why not? Watch this episode of The Selling Essentials Minute to find out. - See more at: http://rapidlearninginstitute.com/sales-training-videos/#sthash.lYZdb7yC.dpuf…

What should you do when you have to tell a customer they’re wrong? Research shows that charts and images could hold the answer. Watch this episode to find out more.

How can you get a meeting with senior executives to sell your product? By talking to everyone else first. Watch this short video to find out more.

In today’s competitive world, it’s just not enough to keep a buyer loyal. Nearly half of all customers are willing to switch suppliers at the drop of a hat. So how can you keep customers from jumping ship? Watch this episode to find out.

For sales reps, upselling comes down to three important basics. Master them, and you vastly improve your chances of a successful upsell with any buyer. So what are the basic three? Watch this short video and find out.

Sales professionals who want to impress potential customers could be tempted to agree to every condition and demand the buyer makes. But doing so can end up harming their credibility and even cost them business. Watch this short video to learn more about the "Yes Trap", and how sales reps who avoid it actually gain credibility with customers.…

By referring to their product as a commodity, sales professionals do themselves a terrible, costly disservice. Watch this short video to learn why the commodity copout is little more than an excuse, and how the best sales reps find a way to differentiate their product from that competition.Von Michael Boyette

When is the perfect time to deliver an upsell? The answer may not be what you expect. Watch this short video to learn why most attempts at upselling don't work, and what you have to do to increase your chances of doing it successfully.Von Michael Boyette

Your buyer is looking to see how much you're willing to sweat in order to win their business. Watch this short video to see how buyers determine how much effort you're willing to put into winning a sale.Von Michael Boyette

Many sales pros would be tempted to abandon leads who say they aren't interested. But most of those leads just need time and nurturing before they're ready to buy. Watch this short video and learn why seemingly worthless leads might actually lead to big sales further down the road.Von Michael Boyette

If you’re too laser-focused on your product or service, you won’t be focused on what your customer really needs. Watch this short video to learn how to avoid sales myopia.Von Michael Boyette