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 ...

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 ...

Sales representatives are charged with the challenging task of sealing the deal with each and every customer they come in contact with. When customers object to buying into the products and services ...

The best way to overcome an objection is never to let it surface. How can you do that? Read on. If you’re like I was as a young life insurance agent giving pension maximization presentations, you like ...

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 ...

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 ...

‘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 ...

Leading up to its annual conference, which opened here on Wednesday, the American Association of University Professors adopted new guidelines for personnel decisions involving politically ...

Your article was successfully shared with the contacts you provided. The best way to overcome an objection is never to let it surface. How can you do that? Read on. If you’re like I was as a young ...