Training Tips Library

Welcome to the Training Library. Here you will find tips and processes that range from a brief tip presented in a sentence or two, to an entire step-by-step process presented in a more lengthy lesson.

To find what you need, you can click on the Tags to the right, do a search at the upper right of the Home Page, or simply browse through the titles below and click on the ones you'd like to review.

Are You Providing Personalized, Customized, Tailored Value?

Humans talking to humans is THE most effective way to communicate.

How to Create Effective Call Scripts

Elise Musumano explains the science behind creating and using sales call scripts to super-charge your selling efforts.

Go for the Sale Every Time

Here's why you should go for the sale EVERY time somone calls you for a price quote or with a question.

Say THIS, not THAT

How it affects them grabs and keeps their interest. To do that, use words like these.

Beware of Those Using You To Get a Better Price From Their Vendor

It’s totally your fault if you fall victim to this.  Here's how to avoid this common problem.

Before Agreeing To A Concession, Get A Commitment To Buy

Too many sales reps cave in to a price demand, for example, and then are blindsided again with another, “Oh, by the way, we also want ...” Ensure this doesn’t happen.

Write Down Your Voice Mail Messages

Abrief tip on managing voice mail overload.

Avoid Getting Beat Up on Price

Here are words and phrases that routinely invite you to be beat up on your price.  STOP using them, and learn what TO do instead.

Opening Formula

Want the formula for creating a great opening or voicemail message? Here it is.

Questions from Readers

Art answers a question regarding closed versus open-ended questions used in the sales process.

page: 123456...148