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.

The Amazing Communication Power of the Pause

Jim Domanski explains why the pause is one of the most powerful tactics that you can use when selling or prospecting by phone.

Use “Experience Engineering to Be More Persuasive

A recent article from the Harvard Business Review by Matt Dixon and Nicholas Toman discusses these techniques that you can adapt and use to be more persuasive.

Repeat Your Point for Impact

Here's a psychological principle I've suggested for a long time, with scientific evidence to back it up

Answering a Stall

Gavin Phillips gives some pointers on how to respond when a prospect says: “My subordinate/colleague will get back to you if we are interested,”

Try This to Persevere During Tough Times

Got a tough situation that's making you cross?  Solve it by crossing your arms instead!

Probing and Follow-Up Questions to Use

Here are some great probing and follow-up questions to use.

Use the Email to Summarize

Here's how to use email effectively in order to move the sales process forward.

Salvage Something From Quick Blow Off's

Here's a simple technique for dealing with a quick blow-off by a prospect which may get you back in the game.

Have a Sense of Humor About Your Difficult Name

If you have a name that looks like spilled alphabet soup, you can use it to your advantage to break the ice and build rapport.

Calling to Confirm, Or Cancel?

Al Davidson explains that calling to confirm can inadvertently give your prospect the opportunity to back out of the appointment.  Here's how to ensure that doesn't happen.

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