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 ...

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 ...

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 ...

Do you know how, any time you call a call centre, they play a pre-recorded message informing you your call might be monitored for training and coaching purposes? Well, your humble correspondent has ...

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 ...

There are many different ways to lose a sale. The single most challenging issue many sales pros and entrepreneurs face is how to overcome an objection. There are many tactics you can use to overcome ...