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.

Say THIS, not THAT

How it affects them grabs and keeps their interest. To do that, use words like these.

Beware of Those Using You To Get a Better Price From Their Vendor

It’s totally your fault if you fall victim to this.  Here's how to avoid this common problem.

Before Agreeing To A Concession, Get A Commitment To Buy

Too many sales reps cave in to a price demand, for example, and then are blindsided again with another, “Oh, by the way, we also want ...” Ensure this doesn’t happen.

Write Down Your Voice Mail Messages

Abrief tip on managing voice mail overload.

Avoid Getting Beat Up on Price

Here are words and phrases that routinely invite you to be beat up on your price.  STOP using them, and learn what TO do instead.

Opening Formula

Want the formula for creating a great opening or voicemail message? Here it is.

Questions from Readers

Art answers a question regarding closed versus open-ended questions used in the sales process.

Save Time By Single Tasking

Jill Konrath challenges you to try this one simple technique in order to boost your productivity, getting much more done in far less time.

Seven Steps to Building Your Sales Pipeline, Before the Pipeline Even Exists!

Sam Richter explains an excellent way to find out what’s going on inside a company — and possibly where a company is headed in terms of new products or markets — is to look at its job postings.

How to Sell to Gatekeepers When You Need To

Jim Domanski show you a simple 12-step process for selling to and through the gatekeeper when necessary.

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