Customer objections are an unavoidable part of selling. While many sales reps think of customer objections as rejection, they are really a request for more information. Successful sales reps view ...

Once in a great while, a single source of effort can yield extraordinary results. For customer service, this comes in the form of an Objections Doc, a list made to understand and address the common ...

‘I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The average seller is stumped. He curses under his breath. ‘Arrgh! I’ve told them (his employer) a ...

Larry Vaughn, Sales Manager, Commercial Print and Mail Division, Thomas Printworks; Theresa Cloutier, SVP Marketing & Customer Experience, DMM, Inc.; and Barbara A. Pellow, Manager, Pellow and ...

With 96% of dissatisfied customers not voicing their complaints, keeping your clients happy can go a long way to improving your business. Still, no matter how hard you try, you will be faced with ...

Sales professionals can gain valuable insights from sales scenes in movies. While Hollywood might seem like an unlikely source of inspiration, there are many important sales lessons to be found in its ...

I once had the opportunity to be personally coached, one on one, by the great Tom Hopkins, arguably the world's most famous sales trainer. It was an incredible experience, needless to say. We spent ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...