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.

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.

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.