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 ...

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 ...

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 ...

One can find a lot of great information when looking for tips and best practices on handling objections in sales. Many of these techniques can be highly effective in addressing the objection and ...

Salespeople perpetually fight an uphill battle against rejection and adversity. Rejections loom especially large at the beginning of sales cycles. In 2007, it took an average of 3.7 cold call attempts ...

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 ...

You think you’ve done everything right with the prospect. You have planned the meeting, established rapport, asked the right questions and presented your services well. You think your prospect is ...

Perhaps the most important sales skill is being able to handle buyer objections during a sales presentation. Making the sale hinges on being able to deliver your sales message no matter what, so it's ...