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.

The Mailbag: Questions About What to Say and Avoid in Openings

Art answers questions about asking "Are you familiar with us?" at the beginning of calls, and "I'm trying to sell you anything." And Art also critiques an opening sent in by a sales rep. (running time: 4:32)

Sales Mythbuster-"Don't Give Screeners any Information"

Some people suggest you don't give screeners any information since they can't buy from you. That is just wrong, since some CAN buy from, but most importantly, they can make sure NO ONE will buy from you.

Al Smolski Follows Up on Old Leads from a Previous Sales Rep

Al Smolski is with a new company and again calls Art. He is following up on old leads from a previous sales rep and makes some common mistakes. Listen as Art critiques this call with Al. (running time: 4:51)

How to Never Be Rejected Again on a Sales or Prospecting Call

You do NOT need to love rejection to be successful in sales. In fact you never need to experience it again. Here's how to get a WIN on every call.

Sales Mythbuster: "The Phone Should Only Be Used to Set Appointments"

Some people suggest that the phone should only be used to set an appointment. Of course, that is false. See how and why you can go further on calls than most people think.

How to Set Phone Appointments

Setting an appointment for the next call shows that you mean business. And it's not simply saying, "How about if I call you next Friday?" Here's how to set appointments that stick. (running time: 2:50)

Ask the "Cleansing Question" to Move Prospects Forward or Out

Most of us have prospects in our follow-up file who should not be there, since they waste our time and likely will never move. Here's how to move them forward, or move them out. (running time: 2:45)

page: 1...23456