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 ...

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 ...

A sales objection can be a frustrating thing for any sales professional. One thing that a proactive sales professional needs to learn is that an objection is not the end of the sales process. With ...

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 ...

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 ...

For many small-business owners, sales is one of the toughest areas to master. This is especially true if you sell a high-ticket item that requires a significant time or financial investment on the ...

I'm a big fan of brevity. So, in that spirit, I’ll save you the 250 words I usually spend on a blog and make two quick points about sales objections: An objection is a request for information. Price ...

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 ...

One of the many disturbing scenes in the 2000 movie “Boiler Room” is the alpha-salesman-speak of Ben Affleck’s character, who concludes: There is no such thing as a ‘no sale’ call. A sale is made on ...

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 ...