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.

When and How to Send Something in Advance of a Prospecting Call

I'm often asked about sending something in advance of a prospecting call.  Here's my response.

How to Personalize Questions for Greater Sales Success

If you can personalize your questions and come across more as a real person, you will differentiate yourself from other salespeople, and help the prospect to not view you as one.

The Only Three Questions You’ll Ever Need (In A First Sales Meeting)

Ago Cluytens explains If you want to uncover the full range of how you could potentially help your prospects, these three sales questions can give you an excellent start.

The Most Productive Sellers Do This

Jill Konrath explains that in order to get more done, you have to know when to do less.

Send a Letter Before a Prospecting Call, Or Just Make the Call?

Art shares his thoughts about sending out a letter before calling for the appointment.

How To Cope With The No's

Art explains why it is as important to percieve "No's" as sales victories as when hearing "Yes."

Closing More Inquiries

Art answersa reader's question on whether to attempt to close more existing prospects or invest in additional leads.

“Take Me Off Your List. Never Call Me Again.”

Jeb Blount explains how to quickly recover from immediate brush-offs, control your reactions to them and - in some cases - convert these hostile prospects into happy customers.

Secure the Renewal Early

Here's a simple yet effective question Jennifer Flint uses to ensure higher renewal rates from her customers.

Put Them in the Picture So They Pay Attention

Put your prospects and customers in the picture so they can see how what you have will positively affect them.

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