Guiding a prospect through the sales process is always tricky. No matter how many tactics you’ve implemented to increase your conversion rate, it seems that new sales team members, in particular, are ...

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 ...

David Price is the CEO and Founder of The Price Group, one of the fastest-growing insurance agencies in the country. The final expense insurance industry presents unique challenges, particularly when ...

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 ...

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 ...

Outbound telesales agents selling goods and services to consumers over the phone need to have the skills and knowledge necessary to rebut any objections their potential customers might raise. If a ...

A friend of mine that works in the food service industry suggested this topic. He has noticed that one of the biggest challenges many sales people face is the inability to overcome buyer's objections.

We are all faced with objections, but what sets you apart from your competition is how you handle those objections. Here are my proven strategies on how to anticipate and understand objections, ...

There is no point in sugarcoating it: sales is synonymous with rejection. A salesperson faces rejection every single day, no matter how good their product or service is. If you are selling apps to ...