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.

Ask the Screener About The Decision Maker's Preferences

A sales rep shares how they get screeners help to better prepare for thier initial contact with decision makers.

Call These People For Quick Success When Prospecting

We received the following from a reader in response to one of our weekly email Tips, suggesting you contact your smaller and inactive accounts first if you are doing any prospecting at all.

Use a "Reverse Testimonial."

Here's how the right way to respond when the prospect makes a negative comment about the competition.

Their Definition is the Only One That Matters

Here's a simple technique for learning what your customers and prospects really mean when they refer to general considerations such as "good quality," "good pricing," etc.

Listen to, and Use, Their Terminology

Another sales pro shares their techniques for generating more sales by listening carefully to the words used by the customer or prospect.

Do You Ever Do This, Or...

Be careful you don't ask questions in a way that confuses the customer or prospect.

Prepare it, Then Leave It

Art shares a simple technique creating better opening statements.

Stop Asking to Ask

Avoid this common question that is not only unnecessary, but makes you look tentative and unconfident.

Not All Questions Are Good Ones. How to Ensure Yours Are

Most good salespeople know that we need to ask questions to be successful. But not all questions are good questions. Some actually lead us down a dead end.

What Makes Them Special?

Think of "special" questions you might ask to gain deeper knowledge about your prospects and customers.