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.

Listen for "Future Tense" Statements as Buying Signals

A strong buying signal to watch out for: when they speak in the present or future tense regarding your product or service, or the other details that would be affected by a purchase. This means that emotionally they already have bought.

Answering "I'm happy with my present supplier."

Art asked some email newsletter subscribers for ideas on how they deal with the objection/stall, "I'm happy with my present supplier." Here are some responses.

Persuasive Presentation Tips

Sales expert Joe Catall shares six methods for improving your sales presentations.

Avoid Negotiating Your Price

Negotiating expert, Mike Schatzki, shared some ideas about negotiating professional fees in the trade magazine, Professional Speaker. We’ve adapted some of these ideas so they apply to negotiating the price of almost anything.

Is "No" Forever?

Sales pro Arlene Bellview shares her tip for responding when a prospect says "No".

If You THINK You Sell a Commodity, Read This

Granted, commodity-type products can be challenging, but Art tells you how to identify what sets you apart...the main reason(s) people buy from you.

Ways to Fire Yourself Up

Art shares five simple techniques for getting and keeping yourself motivated to sell.

Remind Them of What They Want to Avoid

Increase your chances of success when you preface your benefits with a reminder of the pain they want to avoid, and/or have experienced in the past.

Objection-Handling Strategies

Here are some ideas to help you get them talking when they object.

How to Locate the Decision Makers

Art shares a subtle method for uncovering the decision-making process and discovering who the key decision makers are.