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.

Unload the Loaded Question

Here are a couple of points on effective questioning, and answering questions, from Dianna Booher, in her book, “Communicate With Confidence.”

Do You Have Any Clue As to Why People Buy What You Sell?

Unless you have an inside-and-out understanding of all the possible reasons people buy from you, you're likely inviting objections. That's because you're probably selling what you want to sell, or talking about what the company's marketing department tells you are "benefits." People buy for their reasons, not yours.

What to Say At the Beginning of a Prospecting Call

Here are the steps to take immediately after dialing the phone on a prospecting or new-business call...what to say to the layer of people you reach before getting to the decision maker.

Jim Crashes and Burns On His Own Call, But Learns

Sales trainer Jim Domanski explains why it's okay to occassionally blow calls and make mistakes, as long as you learn from them and make better future calls as a result.

Speaking Too Fast

Art responds to a question from a sales rep who fears they may be speaking too fast for their customers to understand them correctly.

How to Approach Past Customers

Art answers a sales rep's question about how to contact past customers who have not been active for several years.

Is this Technique "Cheesey"?

"If I could, would you …" when used improperly, can create a negative impression with both customers and prospects.  But, when used correctly, can be an effective method for closing the sale.

Questions You Can Use

Here are questions you can adapt or use as-is on your calls.

Assume Dumb Questions Have Connections You Don't Yet Understand

Here is advice on how to handle those customer and prospect questions that seem to have come from way out in left field.

Great Questions to Get and Keep them Talking

Here are a few questions you can use as is to keep the conversation from stalling and help move the sales process forward.