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 ...

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 ...

‘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 ...

Forbes contributors publish independent expert analyses and insights. Skilled marketers must proactively address customer objections in their content to win sales. Employ "fearless marketing" by ...

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 ...

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 ...

Even the most experienced salesperson can fumble and, yes, nosedive when handling objections during a sales call. This is especially true for what I call the “overnight salesperson” – the business ...

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, ...

If your job involves selling, chances are you’re going to hear one of these objections: “It costs too much!” or “The price is too high.” The next time you do, try this simple five-step process to ...