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.

Answer These Questions About All the Levels of Buyers and Influencers

Here's an exercise we work on in training seminars. It lays the foundation for everything else we do on a sales call.

Show The Long-Term Savings If You Are Not The Lowest-Priced

People often overlook the long term cost of choosing the apparent bargain. Get them thinking about the not-so-obvious and long-term costs, and your higher price might actually seem less expensive.

Closing Question Examples

Here are some suggestions for questions you can ask to help close the sale.

If You Can't Get the Sale Today, Get Commitment for the Future Sale

You can't always close on every sales call, but you can increase you chances for getting the ultimate sale by asking the right questions.

Uncover Their Reasons for Buying

You increase your chances of getting the sale when you understand their buying motivations.  Here are some questions to help you do just that.

Continue Getting Information

A simple tip for getting your customers and prospects to provide more information to help you move them further through the buying process.

Your Delivery Says It All!

Getting the answers to your questions requires not only good planning, but good delivery as well.

A Questioning Mistake

Did you know you may be making these common questioning mistakes?

Be Like Picasso When Positioning Value

Here’s how Pablo Picasso dealt with the price objection. We all can learn from it.

How to Handle Gatekeeper Objections and Questions

Learn how to get the gatekeeper to dialogue with you and to help you gather additional clues on how to deal with their objections.