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.

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.

Save Time By Single Tasking

Jill Konrath challenges you to try this one simple technique in order to boost your productivity, getting much more done in far less time.

Seven Steps to Building Your Sales Pipeline, Before the Pipeline Even Exists!

Sam Richter explains an excellent way to find out what’s going on inside a company — and possibly where a company is headed in terms of new products or markets — is to look at its job postings.

How to Sell to Gatekeepers When You Need To

Jim Domanski show you a simple 12-step process for selling to and through the gatekeeper when necessary.

What if Prospecting Was Like Cancer?

Tibor Shanto states that if you have a cancer in your sales organization: deal with it, before it deals with your career.

The Positive Aspects of Negativity

Achieve more success with your calls by ensuring they are personalized to your prospect - not just in name, but in content.

What Keeps Salespeople Performing at Low Levels

Here’s one of the most potentially devastating phrases and beliefs I hear from salespeople when I am out doing training.

The Sad Increase in "Telemarketing" Type Calls

A disturbing trend being seen is the increase of “telemarketing” type calls to businesses. As these type of calls increase, so do the challenges you face in reaching and selling to prospects.

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