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Video Training

Your Video Training includes brief segments featuring a tip or two, and longer lessons up to 10-12 minutes covering a skill in more depth.

There are also a few recurring series. For example, Mythbusters takes a look at a common sales myth, shows why it is a myth, and then tells it like it really is.

A popular humorous recurring character is Al Smolski. Al is a clueless caller who regularly calls Art and makes mistakes each time. Art tries to correct while presenting a sales lesson.

View the Tags to the right to select topics of interest, or simply browse the list below and click on a title to view a video.

Selling Value Instead of Low Price

Here's how to sell the value of your offering instead of price. (running time: 5:26)

How to Not Be Stopped by "Fuzzy Phrases"

Quite often we hear responses from prospects that sometimes we interpret as positive, sometimes as negatives, but really, we aren't quite sure what they just meant. Here's how to find out for sure, avoid wasting time, and move the process forward. (running time: 4:25)

How to Prepare Fewer Bids and Proposals, and Win More

Preparing bids and price quotes can take a tremendous amount of time, and of course, are no guarantee you will get the business. Here's how to cut down the number you actually create, and how to win more of them. (running time: 11:20)

Handling Prospects Who are in "Panic Mode"

Think of those prospects who need a proposal or quote, "Right now!" Some of these people indeed are hot prospects, but in other cases you are just wasting time, and that of others, to get what they want, quickly. Here's how to handle this situation. (running time: 6:57)

Questioning Tip for When They "Need to Speak with Someone Else"

Whenever someone says they need to "talk it over with someone else," here is the question you need to ask to ensure they will go to bat for you. (running time: 1:45)

Handling the "Send me some information" Request

When prospects ask you to send them some information, that could be a sign of interest, or a brush off. You need to know the difference, and how to handle it. This Big Lesson shows you how. (running time: 7:26)

Sales Mythbuster: "Never Ask a Question that Can Be Answered with a No, or One Word"

We're usually told to never ask closed-ended questions. True, for the most part. But there ARE places where closed questions are appropriate. Here's where and how to use them. (running time: 3:58)

Why You Should NOT Ask About Budgets

Many sales reps ask about a prospect's or customer's budget. Which usually is not a good idea since it gives them an opportunity to provide a stall or an objection. Instead, you should work on uncovering the need or problem and making it big enough in the person's mind so that they will find the money for what they want. Here's how. (running time: 7:19)

Video of Questions About Price from a Sales Rep

A fellow sales rep submits some questions via video regarding dealing with price, and price objections, and Art gives his answers. (running time: 8:52)

The Advanced Level of Questioning: The Iceberg Theory

If there's anything advanced in sales, it's going to the next level with your questioning. Art calls it the "Iceberg Theory." And it is not difficult to execute. See how and when to use it to put prospects and customers more into a buying frame of mind. (running time: 8:22)