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.

Success Tips From Fellow Sales Reps

Here are some tips on video from fellow sales reps on gathering Smart intelligence prior to calls, and how to handle the prospect who never gets back to you after good initial conversations. (running time: 3:54)

Several Brief Tips

Here are three brief tips on what to do when a prospect sounds rushed, responding to "Is this a sales call?", and getting referrals from a customer for other buyers within his company. (running time: 3:50)

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)

Selling at the Highest Level

Art interviews an ex-CEO to learn from a buyer's perspective what it takes to get through to, and sell the high-level buyers. (running time: 12:27)

A Sleazy Voice Mail Tactic to Avoid

Here' s a sleazy voice mail tactic that is actually recommended by some "experts." It's humorous, but should be avoided if you call yourself a professional. (running time: 2:01)

Al Smolski Places a Sales Call to Art on His Cell. Big Mistake!

The hapless sales rep, Al Smolski calls Art on his cell phone. See what happens, and hear Art's take on when a cell phone call is appropriate. (running time: 3:52)

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: "Go Over their Head if They Can't Make the Decision"

Some people think that if you feel your contact can't make the final decision, you should go over their head to the boss. This could be fatal. See why, and what you should do. (running time: 3:55)

Opening Statement Reviews

Art reviews some opening statements from sales reps and provides his suggestions for improvement. (running time: 4:10)

Al Smolski Places a "Market Research" Call

Clueless caller Al Smolski again calls Art and uses the deceptive ploy about doing "market research." Art gives him a lesson on what he should do instead.

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