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 ...

A 30-year professional shares the story that changed his approach to life insurance sales and a script to overcome the top objection. This week’s Stay Paid guest, Bill Thurman, is an author, an agency ...

Providing your sales reps with a script is necessary to maintain control of the sales cycle. Planning, testing and refining the script is an ongoing process. As you build the script and include ...

I was recently reminded of a story my daughter shared when she was in grad school. She was living in downtown Chicago, and was out for a walk one evening. When a man came around the blind corner of a ...

Solomon Thimothy is the Founder of Clickx, where he works with agencies and clients to develop predictable and scalable growth strategies. It can be a hard pill to swallow. You’ve spent a ton of time ...

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 ...

Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything ...

If you're in sales, you run into objection. Prospects have a myriad of reasons why they don't want to buy, or want to think things over. However, most of those objections have nothing to do with what ...

L ast week, I posted a six=step recipe for answering sales objections. I intentionally left out one part, because it's highly controversial, or at least will be until after you guys have had a chance ...

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 ...

Content marketing is a tool that should be used to smooth every stage and touch point of the customer journey. Sales enablement content is ultimately designed to help sales move leads down the sales ...