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.

Call a Friendly Voice First

While researchng prospecting tips from the field, I found an interesting site (FitSmallBusiness.com) that asked small business pros how they did their cold calling. We found a few of the tips to be worthwhile to share with you.
Please note, the following words are  from the actual owners and sales pros.

Your Four Keys to Building Rapport With Prospects and Customers

Mike Schulz explains the fundamental question of whether someone likes you or doesn't like you drives a significant portion of how your selling process and the buyers' decision process will go.

An Opening that Works

While researchng prospecting tips from the field, I found an interesting site (FitSmallBusiness.com) that asked small business pros how they did their cold calling. We found a few of the tips to be worthwhile to share with you.
Please note, the following words are  from the actual owners and sales pros.

Do Not Begin the Call With, “I Know You’re Busy…”

Don’t apologize for taking someone’s time at the beginning of a call. It diminishes your importance.

Find the Real Decision Makers Without Insulting Anyone

No doubt, pinpointing the decision-making hierarchy can save you time and heartache. Here are some useful ideas.

Beware of Negative Listening

Negative listening sabotages effective communication, according to Joe Batten, in his book “The Master Motivator: Secrets of Inspiring Leadership.”

Another Early Price Question Response

Here is another simple technique for handling the early price question.

Handling The “I Need to Discuss It With Someone Else” Response

When they say they need to talk it over with someone else, don’t get off the phone until you know the answers to these questions.

Poor Word Choice Can Kill Your Chances for The Sale

Beware of using lazy language, as it can lead your prospects to perceive you as immature, inexperienced, incompetent...or worse.

Be Vague When Hit With Resistance

Here's a simple tip to help you deal with suspected brush offs.

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