How frustrating is it when you're cold calling or reaching out to a prospective buyer about your service or product and they say, "We already have that product, we already have that service, we've ...

Poor handling of leads can account for as much as 60 percent of fallout. “Objection handling” is searched more than 6,600 times per month on Google, showing this as a main area of concern for sales ...

Has someone ever asked you a question and your stomach dropped, your skin pricked and all of a sudden, it sounded like you were underwater? Congratulations! That’s what it can feel like to get your ...

One problem brokers must face is rejection—made even more difficult due to the state of the economy and uncertainty over how health reform will affect them. More employers are cutting back on both ...

Subscribe to BizTimes Daily – Local news about the people, companies and issues that impact business in Milwaukee and Southeast Wisconsin. Very few customers ever buy without raising objections. In ...

When selling anything, especially when face to face, objections and rejections can come in many forms. The skills of the salesman or saleswomen come into their own when trying to turn around declining ...

Here’s some really basic sales techniques, right from the mouth of one of the world’s true greats in sales training, the inimitable Tom Hopkins. (Check out the great video on his home page!) I’ll give ...

Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that ...

Sales techniques are the methods that sales professionals use to create revenue. The sales process is something that a dedicated professional works on for many years ...

It’s the most difficult common objection to overcome for most life insurance agents, especially those who are new or part-time to the business. It might even be worse than “I’m not interested.” At ...

There’s a point in nearly every sales situation where the customer says something like “it costs too much” or “the price is too high.” The dumbest thing you can do at this point is to trot out the ...

Sales forces drive revenue for their employers by actively seeking out and engaging customer prospects. Sales can be described as the most personal branch of the marketing function, as salespeople ...