Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

50 Things Not To Do When You're Selling

1. Don’t brag.
2. Don’t wing it.
3. Don’t be a slob.
4. Don’t be canned.
5. Don’t rely on hope.
6. Don’t get defensive.
7. Don’t one-up others.
8. Don’t make excuses.
9. Don’t close too soon.
10. Don’t do it all yourself.
11. Don’t beg for business.
12. Don’t be condescending.
13. Don’t flirt with customers.
14. Don’t always be the hero.
15. Don’t negotiate price first.
16. Don’t say, “To be honest…”
17. Don’t ignore buying signals.
18. Don’t bash your competition.
19. Don’t recite your credentials.
20. Don’t take failure personally.
21. Don’t spread industry rumors.
22. Don’t disappear after the sale.
23. Don’t be late for appointments.
24. Don’t talk too much about golf.
25. Don’t take rejection personally.
26. Don’t talk more than you listen.
27. Don’t prove the customer wrong.
28. Don’t treat support staff like peons.
29. Don’t always be the life of the party.
30. Don’t complain about personal stuff.
31. Don’t make a sales call unprepared.
32. Don’t tell jokes – use humor instead.
33. Don’t be embarrassed to be in sales.
34. Don’t treat customers like conquests.
35. Don’t ask for 30 minutes and take 60.
36. Don’t ignore networking opportunities.
37. Don’t think your product will sell itself.
38. Don’t promise things you can’t deliver.
39. Don’t try to clone someone else’s style.
40. Don’t be shy about asking for referrals.
41. Don’t cease looking for new customers.
42. Don’t take forever to return phone calls.
43. Don’t always quote the lowest price first.
44. Don’t forget to ask lots of great questions.
45. Don’t recite every last feature to customers.
46. Don’t talk about commission with customers.
47. Don’t make assumptions about your customer.
48. Don’t forget personal things about your customers.
49. Don’t sell something that the customer doesn’t need.
50. Don’t take a low-level underling to the Four Seasons.

Email this article to someone

Sales Training